SEM Unit 7: Sales & Promotion

_________ is selling a variety of products or services that meet virtually any customer needs and/or wants.

• customer service

• full-menu marketing

• feature-benefit selling

• need-based selling

Which of the following is a common characteristic or personality trait of a successful sales professional?

• the salesperson must believe in the product

• the salesperson must have self confidence

• the salesperson should be a good listener

• all of the above

Which of the following is not a step in the sales process?

• presentation/proposal

• evaluation

• service

• none of the above

________ exist as a tool to help generate sales and retain existing customers:

• promotions

• management teams

• sports

• entertainment

Which of the following is NOT an example of an objection?

• "Where do I sign?"

• "That isn't in the budget..."

• "I need to discuss this with my business partner first..."

• "No way. Not in a million years..."

Sports promotion could describe the process of  _________.

• athlete representation

• marketing counsulting

• sponsorship fulfillment

• all of the above

Which of the following characteristics do employers look for in individuals when hiring sales professionals?

• intimidating personality

• an excellent "poker face"

• a strong work ethic

• someone who enjoys talking

_________ focus on a single event, as opposed to multiple events and could include fireworks displays, film sneak previews, entertainment acts and special appearances.

• event promotions

• sponsorship programs

• ticket sales

• all of the above

_________ is a very detail-oriented process requiring careful research and analysis of companies that have potential as consumers to become a customer.

• customer service

• networking

• prospecting

• none of the above

A proposal is typically ________.

• non-negotiable

• customized to cater to specific customer needs

• not created with customer's best interests in mind

• none of the above