A salesperson's ability to safeguard all confidential information the buyer shares with him or her is a reflection of his or her ________.
a. honesty
b. expertise
c. compatibility
d. customer-orientation
e. candor
Question 2Which of the following is FALSE?
a. Interval scales allow researchers to compare the absolute magnitude of numbers.
b. A ratio scale differs from an interval scale in that the ratio scale has a natural zero.
c. Determination of absolute zero is difficult with measurements in marketing. It is debatable whether many ofthe constructs used in marketing even possess this property.
d. Both a and b.
e. a, b, and c.
Question 3After consumers have made acquisition, consumption, or disposition decisions, they can also evaluate
a. their prepurchase decision-making process.
b. the brand evaluation process.
c. their judgments.
d. the marketing communications process.
e. the outcomes of their decisions.
Question 4Trust means different things to different people. Accordingly, in order to earn the trust of their customers, salespeople must:
a. demonstrate their dependability.
b. be completely candid about everything with their customers.
c. first determine what trust means to their customers.
d. always do what's right for the selling organization.
e. none of these choices are correct.
Question 5Which of the following is FALSE?
a. With a ratio scale, it is possible to have zero amount of some attribute.
b. There are few psychological constructs that can reasonably be assumed to have a natural or absolute zero.
c. When using a ratio scale, it is inappropriate to calculate a mean score.
d. Both a and b.
e. a, b, and c.
Question 6Walnut Crest advertised to create expectations for its Chilean Merlot wine by encouraging U.S. consumers to take the 1,000,000 Taste Challenge. This is an example of an underdog trying to
a. block exposure to evidence.
b. increase ambiguous information.
c. use promotions to get consumers to try the brand.
d. avoid comparisons with the market leader
e. explain the experience.
Question 7In order to be successful in the sales process, today's salespeople must have the appropriate selling foundations and must have sound selling strategies.
Indicate whether the statement is true or false
Question 8Which of the following is TRUE?
a. Age is an example of a ratio scale.
b. The number of children in the family is an example of an interval scale.
c. Brand names of automobiles owned is an example of an ordinal scale.
d. A person's monthly gasoline expenditure in dollars is an example of a ratio scale.
e. Both a and d.
Question 9Comparative advertising can help underdogs by
a. disrupting the message of the top dog.
b. facilitating comparisons with the market leader.
c. facilitating new schemas about the product category.
d. blocking the evidence.
e. decreasing motivation to learn.
Question 10The sales process begins with initiating customer relationships.
Indicate whether the statement is true or false
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