The statement, The price is higher than I thought it would be should be viewed by a salesperson as a _____.
A) direct commitment
B) red light statement
C) trial commitment
D) commitment signal
E) sales objection
Question 2This type of complaint is not usually heard because people seldom want to convey negative attributes about themselves to others.
A) ostensive
B) instrumental
C) reflexive
D) noninstrumental
E) critical
Question 3Marketing implementation is critical to the success of any firm. Simply put, implementation refers to:
A) how the marketing plan will be put into action.
B) how the marketing plan will be approved by top management.
C) the process by which employees learn about the marketing strategy.
D) the process by which the marketing strategy will be developed.
E) deciding who will actually write the marketing plan.
Question 4When a salesperson asks the buyer Do you see how this product will benefit your organization? he or she is using a(n) _____.
A) commitment signal
B) objection
C) trial commitment
D) confirmed benefit
E) summary commitment
Question 5In general, individuals avoid making this type of complaint so as not to reinforce negative self-esteem.
A) ostensive
B) instrumental
C) reflexive
D) noninstrumental
E) critical
Question 6The current view of marketing held by most practitioners is that ethics and social responsibility are good supplements to business activities but are not essential.
Indicate whether the statement is true or false
Question 7Just before moving into the securing commitment and closing stage, a salesperson should:
A) review with the customer all of the product's features and benefits.
B) summarize the confirmed benefits.
C) disclose the price of the product.
D) remind the customer of their concerns.
E) listen to the customer's objections.
Question 8____ complaints are registered for the expressed purpose of altering an undesirable state of affairs.
A) Ostensive
B) Instrumental
C) Reflexive
D) Noninstrumental
E) Critical
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