Question 1

Business-to-business (B2B) marketing

Accepted Answer

: Involves activities one business makes in effort to sell their products and services to another business, rather than to the individual consumer.

Question 2

Cold Calling

Accepted Answer

: a sales professional’s effort to generate new business through outgoing telephone calls without any previous communication with the prospective customer.

Question 3

Collaborative Selling:

Accepted Answer

where the salesperson and client take time to understand one another and develop a relationship according to the salesperson’s offer and the client’s needs.

Question 4

Customer Benefits:

Accepted Answer

the advantages or personal satisfaction a customer will get from a good or service.

Question 5

Customer Retention:

Accepted Answer

the process of building loyalty and trust to maintain a solid base of core customers.

Question 6

Customer Service:

Accepted Answer

The action taken by the seller to make the relationship between the organization and its customers satisfactory.

Question 7

E-Commerce:

Accepted Answer

the buying and selling of goods and services on the Internet or other digital platforms.

Question 8

Event promotions:.

Accepted Answer

promotions that focus on a single event, as opposed to multiple events

Question 9

Feature-Benefit Selling:

Accepted Answer

Involves matching specific product attributes to a customer’s needs and wants.

Question 10

Full Menu Marketing:

Accepted Answer

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

Question 11

Full season promotions:

Accepted Answer

promotions that take place at every game, match or event throughout an entire season.

Question 12

In-game promotions:

Accepted Answer

promotions that take place on the playing field and typically occur when there is a break in the action, like half-time.

Question 13

In-venue promotions:

Accepted Answer

promotions that take place at areas within a facility not directly associated with the playing field.

Question 14

Media promotion:

Accepted Answer

any promotional activities that involve a media sponsor or tie-in.

Question 15

Networking:

Accepted Answer

when a group of like-minded business professionals gather to help each other to cultivate sales.

Question 16

Objections:

Accepted Answer

A prospective customer’s concerns or hesitations in making a purchase decision.

Question 17

Offsite promotions:

Accepted Answer

any promotional activities that occur away from an organization’s facility, venue, or offices.

Question 18

Onsite promotion:

Accepted Answer

promotions that take place at or around a venue on game or event days.

Question 19

Personal Selling:

Accepted Answer

Any person-to-person communication in which the seller has an opportunity to influence the consumer’s buying decisions.

Question 20

Product Attributes:

Accepted Answer

(or features) are the basic, physical, and extended characteristics of an item.

Question 21

Promotion Mix:

Accepted Answer

Any combination of advertising, sales promotion, publicity, direct marketing, and personal selling.

Question 22

Promotion:

Accepted Answer

Any form of communication used to inform, persuade, or remind people about company products or services.

Question 23

Proposal:

Accepted Answer

A written recommendation of products or services his or her organization may offer to meet those customer needs uncovered in the needs analysis.

Question 24

Prospecting:

Accepted Answer

the process of consistently researching for and seeking out new customers for an organization’s products and services. This is a very detail-oriented process requiring careful research and analysis.

Question 25

Referrals:

Accepted Answer

when an existing customer recommends another organization or individual to a sales professional as a potential customer.

Question 26

Sales promotion:

Accepted Answer

activities or communications that encourage consumers to purchase products or services.

Question 27

Sales:

Accepted Answer

The process of determining customer needs and wants through planned, personalized communication intended to influence purchase decisions and ensure satisfaction.

Question 28

Team Selling:

Accepted Answer

a variation of collaborative selling that includes multiple people from the selling or buying organization, or both.

Question 29

Transactional Selling:

Accepted Answer

where the salesperson and client have limited interaction and the sale is based mostly on price or a specific element

Question 30

Upselling:

Accepted Answer

The process of selling additional products to a customer at the time of the order.

SEM unit 7

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