Claire is a salesperson for a pharmaceutical company. During sales calls, she often hears the statement, Give me a couple of weeks to think it over. This statement is an example of a _____.
A) time objection
B) price objection
C) need objection
D) product objection
E) service objection
Question 2Explain why the productivity of education and government services is notoriously difficult to measure.
Question 3Patagonia has adopted a ________ approach to environmental issues, a synergistic use of resources to address key stakeholders' interests and achieve both organizational and societal benefits.
A) social entrepreneurship
B) cause-related marketing
C) strategic philanthropy
D) social enterprise
E) market orientation
Question 4Which of the following types of sales resistance is most commonly used by buyers?
A) Need objections
B) Price objections
C) Time objections
D) Product objections
E) Source objections
Question 5Explain how providing poor service can actually increase a country's gross domestic product (GDP).
Question 6Which activity is part of a stakeholder orientation?
A) The assessment and improvement of business strategies, economic sectors, work practices, technologies, and lifestyles--all while maintaining the natural environment.
B) The organization-wide generation of data about stakeholder groups and assessment of the firm's effects on these groups
C) The incorporation of secondary stakeholders into a firm's marketing strategy
D) The development of a program that takes social issues into account
E) The marketing of the organization to a wide variety of stakeholders
Question 7A buyer who says Your company is too small to meet my needs is expressing a _____.
A) price objection
B) time objection
C) source objection
D) need objection
E) product objection
Question 8Which of the following is NOT a key component that needs to be built into every service quality system?
A) listening
B) reliability
C) servant leadership
D) individual play
E) service design
Question 9This is a strategic process involving stakeholder assessment to create meaningful, long-term relationships with customers, while maintaining, supporting, and enhancing the natural environment.
A) Green marketing
B) Greenwashing
C) Social responsibility
D) Sustainability
E) Social entrepreneurship
Quick Reply
