Please enter the email address you would like your results sent to. Email 36. The Go-To-Market strategy and the Marketing strategy are basically the same thing. True False 37. Strategy that involves motivating customers to seek out a brand in an active process is known as: Pull Marketing Content Marketing Push Marketing Personal Selling 38. Cross Selling means: Selling new products to new customer. Selling old products to competitors. Selling other products to existing customers Selling old products to new customers. 39. Total Marketing Spend / Total New Leads = (AEI) Advertising Effectiveness Index (CPL) Cost Per Lead (MPI) Marketing Performance Index None of the above 40. In a PUSH marketing strategy, which is more effective? TV Advertising. Personal Selling. Trade shows Google adwords. 41 What sales method is about convincing the customer to buy the idea a solution represents instead of buying a specific product or service? Inbound marketing Conceptual Selling Cross selling SPIN method 42. What is multidisciplinary relying on the simultaneous application of statistics, computer programming and operations research to quantify performance ? Porter’s Five Forces Analytics Strategic Planning STAR Analysis 43. Media including text messaging, email and online advertisements are all examples of: Direct marketing Digital marketing Outbound marketing Inbound marketing 44. What is the purpose of sales organization? To permit the development of specialists To achieve coordination or balance To assure that all necessary activities are performed All of the above 45. When is it most ideal to send a press release? Only when there is “big news” happening Only around the holidays When news seems to be slow Tuesday through Thursday for anything noteworthy 46. This is the HOW of selling and usually doesn’t apply to the entire sales cycle. sales strategy sales training sales methodology sales process 47. What allows understanding more deeply a smaller group of buyers? Psychographics Market segmentation Analytics Sales Methodology 48. What is the person who builds and cultivates relationships and opportunities, typically within existing accounts? sales trainer sales farmer sales hunter sales advocate 49. What is a widely used tool that helps analyze the Political, Economic, Socio-Cultural, and Technological changes in a company's business environment? Technographics Firmographics Marketing mix PEST 50. What should be the first step in application of information, after taking customer feedback? Come up with solutions for change Implement the solution for change Identify issues that need to change Depends upon the budget 51. What is Market Segmentation? division of the sales persons division of the products division of the market according to the consumer needs advertisements types according to the consumer needs 52. A company's sales mix can be considered the ratio of sales for each product compared with the: Overall sales volume of all products Sales forecast for each product Lost sales for each product Geographic product sales results 53 This term encompasses a variety of business forms premised on person-to-person selling in locations other than a retail establishment, such as social media or in homes. Direct selling SNAP method Personal selling SPIN method 54. Which sales process step, involves you to identify and connect with your prospective buyers? presenting qualifying understanding consulting 55. What is the systematic collection and analysis of publicly available information about competitors and developments? Marketing data Marketing intelligence Webmaster Secondary data 56. A landing page is a standalone web page distinct from the main website that has been designed for a single focused objective. True False 57. The sequence of a sales process is: contact, presentation, lead generation, close. True False 58. SWOT Analysis is a tool for auditing an organizations and it environments. True False 59. As of November 2017, the maximum number of characters per Tweet is? 140 280 160 120 60. What is a specific sequence of actions that a sales rep needs to take in order to move a prospect from a new lead to a customer? Sales Method Sales Pipeline Sales Qualifying Sales Close 61. SMS marketing is a technique that uses permission based text messaging to spread promotional messages. True False 62. Which is not a key sales performance metric? Time spent selling Lead response time Marketing collateral usage Number of Trial Closes 63. The term SaaS means Software as a Service. True False 64. What is the person who typically generates and qualifies leads and then closes as many new deals as fast as possible? sales hunter sales trainer sales farmer sales manager 65. What is a landing page created to solicit opt-in email addresses from prospective subscribers? Outbound marketing Squeeze page Blog conversion Closing method 66. Which form of data can usually be obtained more quickly and at a lower cost? Primary Census Secondary Tertiary 67. Which phase of personal selling process results in repurchase? Prospecting Follow up Presentation Closing 68. Podcast is a play on the word broadcast combined with the word iPod. True False 69. Internal Marketing means: marketing to family members. marketing to employee staff. marketing inside the country marketing to existing customers. 70. What is a major concern of the manufacturer’s distributor? Regular supply of the product Effective servicing Advertising All of the above. 71. What is positioning a company to be easily found on the Internet and building trust by offering prospects information they value via company sponsored blogs or entries on social media? Brand awareness Inbound marketing Marketing strategy Creative platform 73. What is a systematic approach that enables a sales force to close more deals, involving a series of steps such as qualifying leads and making presentations? Sales method Sales process Sales management Sales pre-approach 72. Promotional letters, targeted television, newspaper and magazine advertisements as well as outdoor advertising are all examples of: Direct marketing Traditional marketing Inbound marketing Market segmentation 74. Inbound marketing and content marketing are basically the same thing. True False 75. The following three step process (Attract, Engage, Generate Lead) best describes: Inbound Marketing Personal Selling Outbound Advertising Buyer’s Journey Results will display here after you press the submit button. Your results will also be sent to the email you have provided. Time's up Post navigation Previous Previous post: Knowledge AssessmentNext Next post: Upper Level Knowledge