Ch 17 & 18 Quiz (UT)

Which of these is NOT a part of relationship selling?

• Making the customer trust you

• Focusing on short-term sales only

• Personalizing the approach

• Staying connected with customers

The first step in the selling process is __________, which means finding possible customers.

• Prospecting
• Follow-Up

• Research

• Approach the Customer

Which step in the selling process involves answering customer questions?

• Finding customers

• Presentation

• Handling objections

• Closing the sale

Social media has changed personal selling by:

• Allowing salespeople to talk with customers online

• Reducing the need for salespeople

• Lowering product prices

• Limiting customer reach

Social media helps salespeople to:

• Ignore customer comments

• Get more people to buy instantly

• Build relationships with customers

• Avoid questions from customers

What is the goal of following up with a customer?

• Making another sale

• Ensuring the customer is happy

• Giving a discount

• Ending the contact

When influencers talk about products online voluntarily, this is an example of what type of media?

• Earned Media

• Paid Media

• Owned Media

• Promotion

Social media monitoring is the process of identifying and assessing what is being said about a company, individual, product, or brand.

• True

• False

A blog is a publicly accessible web page that functions as an interactive journal.

• True

• False

Why is user-generated content valuable for brands? 

• • It’s costly to produce 

• • It builds trust with other consumers 

• • It’s always professional quality 

• • It guarantees high sales instantly