Claritas' organizational system that delineates every neighborhood in the United States into one of 66 clusters based on an analysis of demographic characteristics is called:
a. Acorn.
b. Mosaic.
c. PRIZMNE.
d. MindBase.
Question 2A salesperson's ego drive can be defined as:
a. the degree of ability a person has to not take rejection personally.
b. the degree to which a person has been able to achieve an approximation of his or her inner drives.
c. the degree of ability a person has to see things as others would see them.
d. the degree of determination a person has to achieve goals and overcome obstacles in striving for success.
e. the degree to which a person can establish a comfortable rapport when working with people.
Question 3All of the following are nonprobability sampling techniques EXCEPT:
a. category sampling.
b. convenience sampling.
c. quota sampling.
d. snowball sampling.
Question 4Yankelovich's psychographic segmentation scheme is called:
a. VALS.
b. PRIZM.
c. Mosaic.
d. MindBase.
Question 5Which of the five factors listed is not deemed to be particularly important for success in sales?
a. Interpersonal communications skills
b. Ego strength
c. Ego drive
d. Social skills
e. Empathy
Question 6Which of the following is a technical term that refers to statistical fluctuations that occur because of chance variations in the elements selected for the sample?
a. statistical sampling error
b. total sampling error
c. random sampling error
d. chance sampling error
Question 7The characteristic that provides the best basis for targeting messages to consumers is:
a. behaviorgraphics.
b. demographics.
c. psychographics.
d. geodemographics.
Question 8A combination-sales job might include all of the following responsibilities except:
a. maintaining and stimulating existing business.
b. performing sales-support activities.
c. developing new business.
d. introducing new products in their territory.
e. development of new plant operating procedures.
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