1. A company wants to create a customer loyalty program to increase sales. Which purpose is the focus of this company?
A. Creating value and satisfaction Correct
B. Identifying competitive offerings
C. Closing sales for short-term profits
D. Developing a new product mix
Explanation
A customer loyalty program aims to create value and satisfaction, encouraging repeat purchases and long-term relationships. It does not focus on competitive analysis, short-term sales, or product development. This enhances customer retention and sales.
2. A new hire is formally assigned to shadow a senior employee in an effort to build relationships and learn company knowledge that would be instrumental in their success. Which stage of the organizational socialization model is being addressed by this action?
A. Organizational efforts Correct
B. Adjustment and outcomes
C. New employee characteristics
D. New employee tactics
Explanation
Shadowing a senior employee is an organizational effort to facilitate socialization, helping new hires learn and integrate. It is not about adjustment, employee traits, or individual tactics. This supports effective onboarding.
3. What distinguishes transactional selling from other types of selling?
A. It aims to quickly make sales. Correct
B. It focuses on fostering connections with people.
C. It identifies the seller as a trusted advisor.
D. It aims to customize sales.
Explanation
Transactional selling prioritizes quick sales with minimal relationship-building, unlike relationship or consultative selling. It does not focus on connections, advisory roles, or customization. This defines its efficiency-driven approach.
4. During a teleconference meeting with the entire sales staff of a national corporation, the chief executive officer (CEO) reminds the staff of their primary goal and responsibilities. What is their primary goal?
A. Conduct competitive analyses
B. Generate profitable sales Correct
C. Develop operational budgets
D. Produce accurate forecasts
Explanation
The primary goal of a sales staff is to generate profitable sales, driving company revenue. Competitive analyses, budgets, and forecasts support this but are secondary. This aligns with sales objectives.
5. What is one of the four groups of intermediaries?
A. Manufacturers
B. Wholesalers Correct
C. Developers
D. Consumers
Explanation
Wholesalers are one of the four intermediary groups (along with retailers, agents, and brokers) in distribution channels. Manufacturers and consumers are not intermediaries, and developers are unrelated. This clarifies channel roles.