With multimedia sales presentations becoming more routine, written sales proposals are declining in importance.
Indicate whether the statement is true or false
Question 2A key account represents a customer that purchases a significant volume as a percentage of a seller's total sales but is easier to manage because there are only a few organizational members involved in the purchasing process.
Indicate whether the statement is true or false
Question 3Empowerment approaches fall along a continuum that ranges from control-oriented to involvement-oriented. Which of the following empowerment approaches is the most control-oriented?
A) job involvement
B) suggestion involvement
C) high involvement
D) enfranchisement
E) contingency involvement
Question 4Firms such as IKEA and The Home Depot are known for their use of __________ because they set reasonably low prices but still offer high-quality products and adequate customer services.
A) penetration pricing
B) market equity pricing
C) prestige pricing
D) relational pricing
E) value-based pricing
Question 5Sales calls and sales dialogues are the same thing.
Indicate whether the statement is true or false
Question 6The organization of the sales force can be affected by the length of a product line and the nature of buying behavior in each market segment.
Indicate whether the statement is true or false
Question 7Which of the following types of interpersonal training provides stereotypes with which a service provider can categorize customers?
A) sensitivity training
B) role-playing
C) behavioral modeling
D) red-taping
E) flexibility training
Question 8The Ritz-Carlton Hotel is widely known for its exceptional quality and impeccable customer service. Not surprisingly, the Ritz-Carlton sets prices at the top end of all competing hotels. Which pricing strategy is the Fairmont using?
A) exclusive pricing
B) image pricing
C) psychological pricing
D) prestige pricing
E) service-based pricing
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