Marc is a member of his university's football team. As such, he must adhere to strict rules of membership including attending all team practices and earning a passing grade in all his classes. Due to this structured membership, the team is a ____ reference group.
a. dense
b. formal
c. homophilic
d. secondary
e. weak-tied
Question 2Steve is preparing a sales presentation he will make to one of his customers. Part of his preparation includes deciding what features and benefits to cover and which ones to leave out. This type of planning is referred to as planning the ________.
a. presentation pace
b. presentation scope
c. depth of inquiry
d. visual aids to be used
e. benefit directives
Question 3Which of the following is NOT true about the randomized-response model?
a. The particular question asked is selected at random.
b. The interviewer does not know which question the respondent is answering.
c. The probability of the sensitive question asked is not known.
d. The probability of the innocuous event occurring is known.
e. It uses quantitative analysis.
Question 4A(n) ____ is a specialized group of consumers with a structured set of social relationships centered around a particular brand.
a. ad group
b. marketer reference group
c. brand community
d. brand extension
e. advertising reference group
Question 5Salespeople, especially those with little experience, often have trouble making sure they cover all the pertinent content areas with their customers. These salespeople would benefit from using ________.
a. SPIN
b. ADAPT
c. a sales presentation checklist
d. a laptop computer
e. a sales portfolio
Question 6Which of the following statements is INCORRECT with respect to the randomized-response model?
a. The respondent answers one of several paired questions at random.
b. The interviewer knows which question is being answered by the respondent.
c. It is not possible to link responses to the paired questions with other responses such as demographiccharacteristics.
d. The respondent is less likely to refuse to answer or to answer untruthfully if the randomized-response model isused.
e. Answers to sensitive questions are more likely to be truthful.
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