QUESTION The need-satisfaction presentation is by far the most preferred personal selling approach these days. Indicate whether the statement is true or false. ANSWER Answer: TRUE Explanation: The need-satisfaction presentation, which consists of determining customer needs and then tailoring the presentation to address those needs, is by far the most preferred approach these days.
QUESTION Video marketing often uses a TV sales pitch followed by an urge to call a toll-free number or to go to a website to place an order for the product. Indicate whether the statement is true or false. ANSWER Answer: TRUE Explanation: Video marketing is marketing to consumers on television, either through special […]
QUESTION What does an intensive distribution strategy focus on? A) using as many salespeople as possible B) making use of as many distribution strategies as possible C) making the product available as far and wide as possible D) pricing a product as low as possible to still turn a profit E) distributing as directly as […]
QUESTION Railroads handle the greatest volume of domestic goods transported in the United States. Indicate whether the statement is true or false. ANSWER Answer: TRUE Explanation: Because they are especially good for shipping bulky cargos—coal, wheat, automobiles—over long distances on a relatively energy-efficient basis, railroads handle the greatest volume of domestic goods transported in […]
QUESTION The cold-call sales prospecting technique is one of the easiest prospecting techniques. Indicate whether the statement is true or false. ANSWER Answer: FALSE Explanation: The cold-call sales prospecting technique is the most difficult prospecting technique because it consists of calling on prospects with whom you have no previous contact and to whom you […]
QUESTION Supply-chain management is mainly concerned with the tactics of moving materials and products. Indicate whether the statement is true or false. ANSWER Answer: FALSE Explanation: Supply-chain management is mainly concerned with the strategy of moving materials and products, whereas logistics is concerned with the tactics.
QUESTION What is the name given to the total of all the techniques that companies use to motivate consumers to buy their products? B) distribution C) placement D) advertising E) selling ANSWER Answer: A Explanation: A) Promotion consists of all the techniques that companies use to motivate consumers to buy their products.
QUESTION Freight forwarders bundle many small shipments together into a single large shipment for more cost-effective transportation. Indicate whether the statement is true or false. ANSWER Answer: TRUE Explanation: A single container may be made up of several different, smaller cargos put together by a freight forwarder, an organization that bundles many small shipments […]
QUESTION Distribution centers usually store products for much longer periods of time than storage warehouses do. Indicate whether the statement is true or false. ANSWER Answer: FALSE Explanation: Storage warehouses provide storage of products for long periods of time. Distribution centers provide storage of products for short periods of time for collection and distribution […]
QUESTION Physical distribution consists only of the transportation of products from the producer to and from intermediaries. Indicate whether the statement is true or false. ANSWER Answer: FALSE Explanation: Physical distribution consists of all the activities required to move products from the manufacturer to the final buyer. This includes, but is not limited to, […]
