WGU D077 Unit 4 Concepts in Marketing, Sales, and
Customer Contact 150+ Questions and 100%
CORRECT Answers Graded A+
Which scenario represents
... [Show More] personal selling?
- The marketing department uses the four Ps to determine the brand message.
- A customer orders a product online using a website.
- A customer goes to a pet store and discusses the best type of turtle food with a
salesperson.
- The marketing team collaborates with the sales organization to develop appropriate
tools for advertising. -✔✔ A customer goes to a pet store and discusses the best type
of turtle food with the sales person
Business-to-business (B2B) -✔✔ Sales to another company that consumes the product
or services as apart of the operating the business or uses the product in the assembly
of the final product it sells to consumers
Personal Selling -✔✔ uses in-person interaction to sell products and services
What is the underlying purpose for personal selling?
- To assist marketing in determining the correct product and price
- To obtain customer feedback to improve the product
- To provide interaction between the buyer and the seller
- To identify good prospects -✔✔ To provide interaction between the buyer and the
seller
What is at the core of personal selling?
- Provide quality information to potential buyers
- The human exchange between buyer and seller
- Avoid unethical behavior
- Identify the right marketing mix of product and price -✔✔ The human exchange
between buyer and seller
What is effective personal selling?
- Identifying good prospects that are predisposed and well-suited to the product or
service being offered
- Building mutual trust and respect between buyer and seller where benefit comes to
both parties
- Giving honest responses to any questions the buyer has and showing that the
salesperson cares
-
✔✔ Addressing customers' needs and preferences without making them feel pressured
- Addressing customers' needs and preferences without making them feel pressured
Consultative Selling -✔✔ Sales approach where the seller becomes a trusted advisor
and builds a relationship to truly understand her needs
Which type of selling involves partnering with customers to solve problems?
- Team
- Solution
- Direct
- Consultative -✔✔ Consultative
Solution selling -✔✔ Sales approach where the seller diagnoses the customer's
problem then recommends a mix of products and services (a solution) to solve it
Team Selling -✔✔ Sales approach that involves multiple people from an organization
joining forces to advance a customer opportunity
Telemarketing -✔✔ Method of direct marketing by a salesperson over the phone
Which type of selling shows customers that a company has more than one person with
strong selling capabilities, giving the customer a higher comfort level with the company?
- Telemarketing
- Solution selling
- Team selling
- Consultative selling -✔✔ Team Selling
A potential buyer wants to purchase a complete hardware, software, and network
package for a new office building. Which type of selling approach should be used with
this customer?
- Telemarketing
- Solution
- Team
- Normal -✔✔ Solution
Which type of sales approach occurs with a recorded sales pitch, programmed to be
played over the phone via automatic dialing?
- Customer-empowered selling
- Team selling
- Telemarketing
- Solution selling -✔✔ Telemarketin [Show Less]