A salesperson who follows the trust-based relationship selling strategy when dealing with his or her customers is expected to be actively involved in:
A) maximizing sales in the short run.
B) convincing the customers that his or her product is the best.
C) moving on to a new customer as soon as sales are completed with the previous customer.
D) solving his or her customers' problems.
E) pushing his or her products to potential customers.
Question 2Paying close attention to whether one's actions are right or wrong and why one is behaving in that manner is referred to as:
A) business ethics.
B) dichotomization of wealth.
C) ethical vigilance.
D) service ethics.
E) materialismo snobbery.
Question 3The use of Internet- and intranet-based technologies:
A) fails to build customer relationships.
B) decreases productivity.
C) increases sales meeting durations.
D) shortens the sales cycle.
E) circumvents the need for sales presentations.
Question 4John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' trust and confidence and meeting their needs. His main focus is on delivering customer value. In this context, John relies on the _____ form of personal selling.
A) consultative selling
B) mental states selling
C) trust-based relationship selling
D) stimulus response selling
E) traditional selling
Question 5The service industry criticism that as manufacturing jobs continue to decline, the supply of labor for service jobs will increase, driving service wages lower is referred to as:
A) materialismo snobbery.
B) the dichotomization of wealth.
C) material dichotomization.
D) manufacturing superiority.
E) service myopia.
Question 6RidgeCut is a manufacturing company that has several stakeholders all over the world. The company maintains a secure website which is password protected and is not accessible to people outside the organization. Since this affects the company's marketing opportunities, RidgeCut decides to provide secured access to their stakeholders. In this case, RidgeCut should use _____.
A) telecom
B) cybernet
C) intercom
D) extranet
E) intranet
Question 7Which of the following is the most important part of marketing communications in business-to-business marketing?
A) Advertising
B) Sales promotion
C) Direct marketing
D) Electronic marketing
E) Personal selling
Question 8All of the following are beliefs of materialismic snobs except:
A) only manufacturing can create real wealth.
B) all nonmanufacturing sectors of the economy are parasitic and/or inconsequential.
C) without manufacturing, there will be little for people to service.
D) the continued shift to a service economy will jeopardize the American way of life.
E) the increase in service jobs will increase the standard of living in the United States.
Question 9After developing strategies and plans, Alice, a salesperson, was asked to analyze her customers' past behaviors, any opportunities to sell complementary products, and the makeups of various customer groups in order to identify areas of opportunity and high interest to customers. In this scenario, which of the following should Alice adopt to perform this task?
A) Deal analytics
B) ABC analysis
C) Portfolio analysis
D) Two-factor analysis
E) Big data analytics
Quick Reply
