Setting call objectives is done during which of the following stages of the selling process?

Related Mcqs:

1. When a company reviews sales costs and profit projections for a new product to find out whether these factors satisfy the company’s objectives they are in which of the following new process development stages ?

   A. Concept development and testing
   B. Commercialization
   C. Business analysis
   D. Marketing strategy development

2. _______ is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call?

   A. Prospecting
   B. Preapproach
   C. Approach
   D. Handling objections

3. R&D and engineering first produce the product concept into a physical product during which of the following stages of the new product development process ?

   A. Concept development and testing
   B. Marketing strategy
   C. Business analysis
   D. Product development

4. Which of the following is NOT one of the five stages of the buyers decision process?

   A. need recognition
   B. brand identification
   C. information search
   D. purchase decision

5. The process that turns marketing strategies and plans into marketing actions in order to accomplish strategic marketing objectives is called ?

   A. Marketing strategy
   B. Marketing control
   C. Marketing analysis
   D. Marketing implementation

6. Setting the promotion budget so as to match the budgets of the competition is characteristic of which of the following budget methods ?

   A. Affordable method
   B. Percentage of Sales method
   C. Competitive parity method
   D. Objective and task method

7. _______ is the general term for a buying and selling process that is supported by electronic means?

   A. Internet commerce
   B. Web commerce
   C. Computer commerce
   D. Electronic commerce

8. The last stage in the selling process in the __________ stage?

   A. Approach
   B. handling objections
   C. closing
   D. follow-up

9. A merger in which firms at various stages in a production process combine is a ?

   A. production merger
   B. vertical merger
   C. conglomerate merger.
   D. horizontal merger

10. Pricing to cover variable costs and some fixed costs as in the case of some automobile distributorships that sell below total costs is typical of which of the following pricing objectives ?

    A. current profit maximization
    B. product quality leadership
    C. Market share leadership
    D. Survival