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Question
Ninety-six percent of USAA home insurance policy holders report that USAA representatives meets their commitment in calling back customers quickly about claims. The most likely result of USAA's efforts is:a. management empowerment
b. retailer-customer synergy
c. customer satisfaction
d. transactional marketing
e. disintermediation
Answer
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
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Consultative selling:
a. uses limited sales planning
b. uses a "lone wolf" approach to selling
c. sells advice, assistance, and counsel rather than products
d. uses short-term follow-ups, which focus on product delivery
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All of the following statements characterize the traditional personal selling approach EXCEPT:
a. Traditional selling focuses on closing sales.
b. Traditional selling uses short-term follow-ups that focus on product delivery.
c. Traditional personal selling takes a team approach to the account.
d. Salespeople sell products not advice and assistance.
e. Proposals and presentations used emphasize pricing and product features.
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Relationship selling is also called:
a. long-term selling
b. win-win selling
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b. free sample
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All of the following are types of inputs used in both materials requirement planning and distribution resource planning EXCEPT:
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b. lead times
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
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a. Business prioritizing
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a. production scheduling
b. transportation
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a. Arm's Length
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a. Arm's Length
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c. exclusive
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b. conventional channel
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a. Disintermediation
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a. Marketing facilitators
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b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
e. raise profit margins for independent middlemen
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a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
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a. creation
b. temporal
c. assortment
d. spatial
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