Concepts in Marketing, Sales, and Customer Contact (NB01) D077
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Free Concepts in Marketing, Sales, and Customer Contact (NB01) D077 Questions
A salesperson is in the process of selling a piece of software to a retailer. Which hard skill and power skill together will help this salesperson achieve the sales goal
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Listening skills and technical knowledge
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Technology skills and product knowledge
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Training and sales experience
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Empathy and analytical decision-making
Explanation
Correct Answer:
b) Technology skills and product knowledge
Explanation:
In this case, the salesperson's ability to understand and explain the software (product knowledge) combined with the technical skills to effectively communicate how it works (technology skills) are crucial. These hard skills enable the salesperson to address the retailer's specific needs and show how the software will benefit their business.
Why other options are wrong:
a) Listening skills are important, but technical knowledge alone is not enough without a solid understanding of the product itself.
c) Training and sales experience are valuable, but they are not as directly applicable to achieving the sales goal for a technical product like software.
d) Empathy and analytical decision-making are valuable for understanding customer needs and making informed choices, but they do not replace the technical expertise required to sell software effectively.
Which uncontrollable variables, such as inflation, unemployment, exchange rates, and consumer confidence, affect how a company markets its products in both domestic and global market conditions
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Social
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Political
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Environmental
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Economic
Explanation
Correct Answer:
d. Economic
Explanation:
Economic factors, such as inflation, unemployment, exchange rates, and consumer confidence, have a significant impact on marketing strategies and decisions in both local and global markets.
Why the other options are incorrect:
a. Social. – This refers to societal values and trends, not economic conditions.
b. Politics. – This concerns government policies and regulations, not economic factors.
c. Environmental. – This relates to environmental concerns, not economic factors.
Which three components are part of the marketing mix
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Professionalism
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Promotion
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Power
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People
- Place
- Product
Explanation
Correct Answer:
B.) Promotion
E.) Place
F.) Product
Explanation:
The marketing mix traditionally consists of four key elements known as the 4 Ps: Product, Price, Place, and Promotion. These elements help businesses determine how to approach customers, communicate value, and make products available. While "People" is sometimes added to reflect the importance of customer interactions, the primary components are Product, Place, and Promotion.
Why the other options are wrong:
A.) Professionalism: Incorrect because professionalism is not part of the core marketing mix.
C.) Power: Incorrect because "Power" does not pertain to the standard marketing mix elements.
D.) People: Incorrect because while people can be an important aspect of the marketing process, it is not part of the traditional 4 Ps.
A company buys prepackaged foods and sells them to restaurants. Which type of customer does this company represent
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Co-op advertiser of finished goods
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Reseller of finished goods for distribution
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Manufacturer of consumable products
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Value-added reseller of products
Explanation
Correct Answer:
b) Reseller of finished goods for distribution
Explanation:
The company is a "reseller of finished goods for distribution" because it purchases prepackaged foods (finished goods) and sells them to restaurants. It acts as an intermediary in the supply chain by distributing the finished products to end customers (restaurants).
Why other options are wrong:
a) "Co-op advertiser of finished goods" refers to a marketing role where businesses share advertising costs, not a role related to purchasing and reselling goods.
c) "Manufacturer of consumable products" would refer to a company that produces the foods, not one that buys and resells them.
d) "Value-added reseller of products" would involve adding extra features or services to the products before reselling them, which is not described in this case since the company is reselling the prepackaged foods without adding value.
Which marketing research includes the health of the economy, market trends, technology, and its influence
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Product research
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Corporate research
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Environmental factors
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Customer attitudes
Explanation
Correct Answer:
c. Environmental factors
Explanation:
Environmental factors in marketing research focus on external influences, such as economic health, market trends, and technological changes, that affect the company and its industry.
Why the other options are incorrect:
a. Product research. – This focuses on research regarding specific products, not external factors.
b. Corporate research. – Corporate research typically pertains to internal company analysis, not external influences.
d. Customer attitudes. – Customer attitudes research focuses on consumer behavior and perceptions, not broader environmental factors.
What type of marketing data is classified as primary research
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Surveying customers to investigate new product lines
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Including a company's own internal data
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Investigating any existing relevant information
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Using source information that has been previously collected
Explanation
Correct Answer:
a. Surveying customers to investigate new product lines
Explanation:
Primary research involves gathering new data directly from sources, such as conducting surveys or interviews with customers.
Why the other options are incorrect:
b. Including a company's own internal data. – This is typically considered secondary research, as it involves using data already collected within the organization.
c. Investigating any existing relevant information. – This refers to secondary research.
d. Using source information that has been previously collected. – This is also secondary research.
What is an ethical marketing practice related to distribution
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Ensuring fair labor conditions
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Pricing lower than competitors
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Advertising commitment to quality
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Providing improved product design
Explanation
Correct Answer:
a. Ensuring fair labor conditions
Explanation:
An ethical marketing practice related to distribution involves ensuring that fair labor conditions are maintained throughout the supply chain, including the manufacturing and distribution stages.
Why the other options are incorrect:
b. Pricing lower than competitors. – This could be an unethical pricing strategy if it leads to predatory pricing.
c. Advertising commitment to quality. – This is related to promotion, not distribution.
d. Providing improved product design. – This concerns the product, not distribution.
A marketing department convenes quarterly team meetings to review the effectiveness of ad campaigns. Which part of the marketing planning process is the team conducting
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Monitoring and controlling outcomes
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Defining marketing objectives
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Executing strategy and tactics
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Completing a situational analysis
Explanation
Correct Answer:
a. Monitoring and controlling outcomes
Explanation:
The team is reviewing the effectiveness of ad campaigns, which is part of the monitoring and controlling outcomes process. This step involves tracking performance and making adjustments to stay on course with goals.
Why the other options are incorrect:
b. Defining marketing objectives. – This comes before the execution phase, where specific goals are set, not after campaigns have been run.
c. Executing strategy and tactics. – This refers to implementing the plans, not evaluating their effectiveness.
d. Completing a situational analysis. – A situational analysis is done at the beginning of planning to understand the current market environment, not during review meetings.
Which set of connections is created by marketers to generate value
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Between companies and suppliers
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Between companies and media
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Between customers and suppliers
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Between customers and products
Explanation
Correct Answer:
D.) Between customers and products
Explanation:
Marketers create value by connecting customers with products that meet their needs, desires, and preferences. The goal is to ensure that the product or service offered resonates with the customer, creating satisfaction and encouraging loyalty.
Why the other options are wrong:
A.) Between companies and suppliers: This connection is part of the supply chain management process, but it’s not directly aimed at generating value for customers in the way marketing focuses on.
B.) Between companies and media: This connection is more about communication and advertisement rather than directly generating value for customers.
C.) Between customers and suppliers: While this can be important for product availability and distribution, it doesn't focus as directly on creating the value that customers seek in products or services.
Which factor makes personal selling unique from other selling techniques
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Face-to-face interaction
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Satisfaction
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Mass awareness
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Remuneration
Explanation
Correct Answer:
a. Face-to-face interaction
Explanation:
Personal selling is unique due to its reliance on direct, face-to-face interaction between the salesperson and the customer. This allows for personalized communication and addressing customer concerns in real time.
Why the other options are incorrect:
b. Satisfaction. – Satisfaction is important in all selling techniques, not unique to personal selling.
c. Mass awareness. – Mass awareness is more applicable to advertising and mass marketing techniques, not personal selling.
d. Remuneration. – Remuneration (payment or compensation) is a factor in all types of selling but is not what makes personal selling unique.
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