Sales & Marketing
__________ is when companies call the shots and decide what they want their customers to know and do.
A) Consumerspace
B) Marketspace
C) Marketing psychology
D) Targeting customers
B) Marketspace
All of the following are types of presentations EXCEPT:
A) canned
B) written
C) planned
D) organized
C) planned
Bonding is the relational portion of the follow up and bonding combination.
A) True
B) False
A) True
This company was the source of America's conception of Santa Clause:
A) Coca Cola
B) Mont Blanc
C) Harvard
D) Disney
A) Coca Cola
_______ is an experiential state of immersion in which all mental processes are concentrated on the events occurring in the narrative.
a) narrative transportation theory
b) social identity theory
c) storytelling
d) presenting a sales dialogue
a) narrative transportation theory
The solution to most people not following up with prospects is:
A) Keep track of your successes and failures
B) Create a structured follow up sequence
C) Approaching sales as a science
D) Sign up for improv classes
B) Create a structured follow up sequence
All of the following are marketable items EXCEPT:
A) Products
B) Ideas
C) Organizations
D) Communication
D) Communication
The goal of marketing is:
a) closing a sale
b) behavioral change
c) psychological influence
d) impacting purchases
b) behavioral change
The most intense technique for overcoming objections is:
A) Forestalling
B) Compensation
C) Indirect
D) Direct
D) Direct
Division of labor increased output during this time period:
A) Ancient philosophers
B) Early medieval period
C) Later medieval period
D) Renaissance
C) Later medieval period
The ______ should be the hero of a story.
a) competitor
b) product/service
c) company
d) consumer
d) consumer
The technique that uses the very reason a prospect would object and turning that into the reason a prospect should buy is:
A) Translation/boomerang
B) Compensation
C) Postponing
D) Third-party reinforcement
A) Translation/boomerang
In which time period is described as having the viewpoint that the value of an object should be objective?
A) Ancient Greece
B) Early Medieval Period
C) Later Medieval Period
D) Renaissance
B) Early Medieval Period
The ______ should be the weapon of a story.
a) competitor
b) product/service
c) company
d) consumer
b) product/service
Chet Holmes describes that the following characteristics are the "Science of Sales" EXCEPT for:
A) Targeted Dream 100
B) Constant repetition
C) Process-driven
D) Occasional training
D) Occasional training