The economic value of transforming goods into services is illustrated by paying:
A) 7 for a cup of coffee in a five-star restaurant.
B) 3 for a pound of coffee beans at the market.
C) 6 to have your car washed.
D) 7 to have your dog walked.
E) 120 for a health checkup.
Question 2Written plans are better developed and provide more motivation and commitment for salespeople to carry them through to completion.
Indicate whether the statement is true or false
Question 3Programs such as putting the customer first and change the way you work are attempts to change the organization's culture through:
A) systems.
B) structure.
C) people.
D) culture change initiatives.
E) mergers.
Question 4Which of the following statements is NOT true?
A) Consumers evaluate goods and services differently.
B) Firms that define their businesses too narrowly by overlooking the service aspects have developed service marketing myopia.
C) Goods are intangible-dominant.
D) Consumers evaluate services based on the experiential aspects provided.
E) The term product refers to both goods and services.
Question 5Sales planning should ideally start with a short-term plan.
Indicate whether the statement is true or false
Question 6If XYZ company hires a new manager from outside the firm as opposed to promoting someone from within, the company may be attempting to change the culture of the organization through:
A) systems.
B) structure.
C) people.
D) rewards.
E) culture-change initiatives.
Question 7Which of the following is an example of intangible-dominant?
A) a steakhouse
B) car rental agency
C) a funeral
D) a magazine subscription
E) math tutoring
Question 8Stage Three of self-leadership involves developing strategies and plans that will guide salespeople toward achieving their goals.
Indicate whether the statement is true or false
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