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Basics of Selling for Marketing Chapter Exam

Exam Instructions:

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

Page 1

Question 1 1. What is a good goal for share of wallet?

Question 2 2. Which statement best defines share of wallet?

Question 3 3. Which of these might be eliminated in a business transaction involving the sale of a Dell computer?

Question 4 4. All of these are benefits of disintermediation EXCEPT which?

Question 5 5. Is a Q-Score of 14, for a new band, good or bad?

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Question 6 6.

Using the following survey results, calculate the Q-Score for this product.

700 people surveyed

347 have heard of the product

291 say it is one of their favorites

Question 7 7. What is one way Netflix became more accessible and fulfilled its value proposition?

Question 8 8. What is one of the three parts of Netflix's value proposition?

Question 9 9. Terrence runs a small business and has a need for a new computer system for his office. Terrence might fit all of these buying center roles EXCEPT which?

Question 10 10. Diana is a member of the marketing department. She shares her opinion about a particular printer with the rest of the buying center. Which role does Diana fulfill?

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Question 11 11. All of these are important components of guided selling EXCEPT which?

Question 12 12. Guided selling helps move consumers from _____ to _____.

Question 13 13. What is the overall premise of Raymond Vernon's product life cycle theory?

Question 14 14. In Vernon's product life cycle, when a product's sales slow due to competition or saturation, this stage is known as _____. Companies may pull a product from store shelves or find ways to reduce costs to retain profits.

Question 15 15. The basis of relational goods is _____ experience.

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Question 16 16. Relational goods could include all of the following EXCEPT which?

Question 17 17. What is the idea behind a white label product?

Question 18 18. All of these are potential benefits for consumers purchasing white label products EXCEPT which?

Question 19 19. What is the purpose of a value proposition statement?

Question 20 20. This component of an value proposition statement is used to reinforce a company's messaging:

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Question 21 21. How does a value proposition differ from a tagline?

Question 22 22. If Tammy wanted to write a value proposition statement for her bookstore, which of these might be a good start?

Question 23 23. If an average customer spends $450 a month on groceries and they spend $225 at your grocery store, what is your share of wallet?

Question 24 24. How has the internet impacted disintermediation?

Question 25 25. If a Q-Score for a product goes from 43 to 26 in one week, what do you know about the product?

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Question 26 26. Which of these is NOT one of the basics of a value proposition?

Question 27 27. What is the role of the gatekeeper in the buying center?

Question 28 28. How does guided selling aid consumers in their shopping experience?

Question 29 29. What is the feature of the second stage of the product life cycle theory?

Question 30 30. What are relational goods?

Basics of Selling for Marketing Chapter Exam Instructions

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

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