Sales Process Basics Quiz

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Questions and Answers

What is the first step in the selling process?

  • Prospect and qualifying (correct)
  • Demonstrate the product
  • Present the product
  • Handle objections

What term describes the series of marketing entities through which goods and services pass?

  • Consumption channel
  • Inventory control process
  • Industrial channel
  • Distribution channel (correct)

What role does Geraldine Fadsi play in the entertainment industry?

  • Merchant wholesaler
  • Distributor
  • Agent (correct)
  • Distribution captain

Which of the following represents nonstore retailing?

<p>Home shopping network (C)</p> Signup and view all the answers

When Nike received free and positive exposure in the news media after donating, this is known as:

<p>Publicity (B)</p> Signup and view all the answers

How do distribution channels improve product distribution?

<p>Reduce the number of transactions (D)</p> Signup and view all the answers

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Study Notes

Selling Process

  • The initial step in the selling process is prospecting and qualifying potential customers.

Distribution Channel

  • A distribution channel refers to the series of marketing entities through which goods and services move from producers to end-users.

Role of Agents

  • Geraldine Fadsi operates as an agent in the entertainment industry, connecting entertainers with organizations seeking their services, earning a commission from the entertainer.

Integrated Marketing Communications (IMC)

  • Integrated marketing communications coordinate all promotional activities to ensure a consistent and unified advertising message, focusing on the customer.

Nonstore Retailing

  • Home shopping networks exemplify nonstore retailing, providing a platform for consumers to purchase products without a physical store presence.

Publicity from Donations

  • Nike's donation of $25,000 for job training in a low-income area garnered positive publicity in the news media.

Closing the Sale

  • Closing the sale involves directly asking the customer if they would like to place an order, as demonstrated by the salesperson's inquiry about ordering products.

Use of Blogs in Promotions

  • Companies utilize blogs in promotions to engage with customers, facilitate dialogue, and nurture relationships while achieving marketing goals effectively.

Functions of Distribution Channels

  • Distribution channels enhance product distribution by reducing the number of necessary transactions to deliver products from manufacturers to consumers.

Public Relations

  • Public relations encompass any communication or activity aimed at enhancing the goodwill or prestige of a company or individual.

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