When a salesperson provides personal favors like free lunches to customers the salesperson is practicing the strategy of:
A) Impression
B) Ingratiation
C) Legitimacy
D) Referent power
A banquet event order (BEO) is not needed if a detailed banquet contract is in effect.
Indicate whether the statement is true or false
Incentive travel planning is different from planning corporate meetings because:
A) The individuals are responsible for their own travel to the hotel
B) Individuals get to choose which hotel they can stay at
C) It requires a planner to plan the functions
D) Everything from air and land travel, to the hotel, food and excursions are entirely planned
When one thinks about job rewards, the only thing to consider is starting compensation.
Indicate whether the statement is true or false
The first step in the personal selling process is:
A) Prospecting
B) Closing
C) The presentation
D) The approach
When a salesperson calls on a customer simply to build goodwill, he or she is playing the part of a:
A) Technician
B) Missionary
C) Deliverer
D) Demand creator
Proof is equal to
A) the type of product used in a spirit B) age or vintage
C) a liter bottle of 80 alcohol D) twice the percentage of alcohol by volume
Standards stating the amount a salesperson should sell are called:
A) Performance measures
B) Sales quotas
C) Incentive programs
D) Profit goals
Contingent rent is rent that is based on some variable, such as sales.
Indicate whether the statement is true or false
The primary users of solvency ratios are:
A) owners B) creditors
C) government agencies D) managers
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