9. Prospecting and qualifying of the personal selling technique involves: A. Efficiently selling the existing customers
B. Gathering information on purchasing power, authority and willingness to buy
C. Making sales call and persuading the existing customer to buy more
D. Making effective communication
E. All of the above
10. Which of the following statement is/are true?
A. Under basic marketing the sales person simply sells the product
B. Under reactive marketing the sales person in addition encourage the buyer to call
C. Under partnership marketing the company continuously works with customers to perform better
D. All except C
E All of the above
11. Which of the following is/ are incorrect.
a) Under the market oriented marketing philosophy, customer needs and desires acts as the center of the marketing universe. b) The outcome of relationship marketing is the development of company asset called marketing network.
c) Using concentrated marketing, a firm decides to target several market segments and designs separate offers for each.
d) A and B
e) B and C
12. Identify the correct statement(s).
a) Concentric diversification is using new products that have technologically similar with the existing business.
b) Market development strategy is a strategy for company growth by offering modified or new products to current market segments.
c) The selling concept of marketing management philosophy focuses on sustained economic growth.
d) Social marketing concept of marketing management philosophy states that organizations must maintain the welfare of the society while producing their products and services.
13. Which of the following is the correct sequential step in the buying decision process?
a) Need recognition Information search Evaluation * Purchase decision Post purchase behavior
b) Need recognition Information search Purchase decision * Evaluate alternative Post purchase behavior
c) Need recognition * Evaluate alternative Information search Purchase decision Post purchase behavior
d) None of the above
14. In which market coverage strategy a firm ignores market segment differences and go after the whole market with one offer.
a) Differentiated marketing
b) Undifferentiated marketing
c) Concentrated marketing
d) A and B
e.A and C
15. Identify the wrong statement(s) about the Boston Consulting Group (BCG) growth- share matrix.
a) Cash cows are low growth, high share businesses or products
b) Dogs are low-share business units in high-growth markets
c) Stars are high growth, high market share businesses or products
d) Question marks are low share business units in high growth market. e) None of the above
