Identify and discuss reasons why firms become so infatuated with pricing.
Question 2A(n) _____ is needed to ensure that a buyer-seller relationship moves in a positive direction.
A) statement of follow-up action
B) customer value proposition
C) sales call objective
D) understanding of the competitive situation
E) pricing and sales agreement
Question 3In annual plan control, the objectives specified in the annual plan become the performance standards that are compared to actual results.
Indicate whether the statement is true or false
Question 4The management of a diverse group of customers with different needs within the same service setting is called:
A) consumer socialization.
B) compatibility management.
C) market-focused management.
D) industrial management.
E) service inclusion.
Question 5Identify the unique characteristics of services (relative to tangible goods) and list the marketing challenges created by each characteristic.
Question 6Drew is a salesperson who is almost always successful during the initial sales dialogue. Prospects usually respond to all of the questions that Drew asks, but he is rarely successful at closing the sale and getting a commitment from them. Drew's failure is most likely due to:
A) his fear of rejection from the prospects.
B) not recognizing that the prospects are busy individuals.
C) not seeking a commitment at the right time.
D) not knowing the prospect's emotional buying motives.
E) not having an appropriate sales call objective.
Question 7Middle management typically has the primary responsibility for efficiency and effectiveness control.
Indicate whether the statement is true or false
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