5.1 Selling
Which of the following is a tangible product:
A. Alterations to a shirt
B. Personal-shopping service
C. A shirt
D. Dry cleaning
C. A shirt
A buying decision begins with a(n)
A. choice.
B. need.
C. information search.
D. assessment of options.
B. need.
What is the process of dividing a larger market into smaller groups usually based on people sharing common traits, characteristics, or interests?
A. target marketing
B. market positioning
C. market segmentation
D. niche marketing
C. market segmentation
During a recent Cyber Monday, this online retailer sold over 175 million items, marking it as one of the largest online shopping days in history. Which company hit this sales milestone?
Amazon
Juanita has spent a great deal of time practicing and perfecting her sales presentation. What aspect of selling does this illustrate?
A. It is planned communication.
B. It is personalized communication.
C. It takes place to influence purchase decisions.
D. It should enhance future business opportunities.
A. It is planned communication.
You love a certain musical artist. No matter what album she puts out, you’re going to buy it as soon as it goes on sale. Your buying behavior is being influenced by your
A. subculture.
B. family.
C. situation.
D. attitude.
D. attitude.
Purchasing habits is an example of which type of segmentation group?
A. demographics
B. geographics
C. psychographics
D. behavioral
D. behavioral
During Black Friday last year, which company/store sold over 3 million Instant Pots, becoming the top-selling kitchen appliance?
Walmart
Arundhati is always completely upfront and honest with her customers about product information. Which characteristic of a successful salesperson does Arundhati display?
A. Creativity
B. Ethics
C. Self-motivation
D. Persistence and patience
B. Ethics
Which of the following would be considered a higher order need:
A. Food
B. Safety
C. Clothing
D. Social belonging
D. Social belonging
A company launches a line of energy drinks marketed towards fitness enthusiasts and individuals who value high-performance workouts. This targeting is an example of:
A. demographics
B. geographics
C. psychographics
D. behavioral
C. psychographics
Which fast-food chain sold more than 6 million sandwiches during a promotional event, causing a nationwide frenzy and breaking its own sales records?
Popeyes
Which of the following is an example of a product being sold directly to the user for ultimate consumption:
A. A person sells bouquets of roses on the side of the road.
B. A perfume maker sells perfume to a boutique to sell to its customers.
C. A grocer sells powdered sugar to a bakery for its doughnuts.
D. A car dealership sells a van to a plumber for visiting customers’ homes.
A. A person sells bouquets of roses on the side of the road.
Which of the following is an organizational factor that influences a business’s buying behavior:
A. Perception
B. Business policies
C. The economy
D. Laws and regulations
B. Business policies
A company designing high-end, luxury watches that are marketed to affluent individuals interested in status symbols and exclusive accessories is most likely targeting which of the following markets?
A. Teenagers interested in fashion trends
B. Retirees looking for affordable accessories
C. Wealthy professionals seeking luxury items
D. Budget-conscious consumers searching for discounts
C. Wealthy professionals seeking luxury items
Which fashion retailer broke records by selling over 2 million pairs of jeans on Black Friday last year, becoming the top-selling clothing item for the day?
H&M