Changes in business marketing strategy requires corresponding changes in personal selling styles. ...

Changes in business marketing strategy requires corresponding changes in personal selling styles.
 
 Indicate whether the statement is true or false

Question 2

All of the following are benefits associated with empowerment except:
 A) empowered employees are more customer focused and quicker in responding to customer needs.
  B) empowered employees are more likely to respond in a positive way to service failures and to engage in effective service recovery strategies.
  C) empowered front-line employees gain a false sense of power, in turn aiding the customer.
  D) empowered front-line service employees can be key to new service ideas and a cheaper source of market research than going to the consumer directly.
  E) empowered employees tend to feel better about their jobs and themselves, which is automatically reflected in the way they interact with customers.

Question 3

The inherent goal of product differentiation is to make the demand curve for a product more inelastic. This happens because increased differentiation:
 A) reduces the number of perceived substitutes for a product.
  B) makes the product more expensive than its competitors.
  C) increases the quality of the product, making it worth the expense.
  D) reduces the time and effort required to obtain the product.
  E) increases the just noticeable differences among competing products.

Question 4

_________ are electronic or print sources that provide contact and other information about many different companies or individuals.
 Fill in the blank(s) with correct word

Question 5

Smaller firms often reduce training costs by hiring experienced and more expensive salespersons.
 
 Indicate whether the statement is true or false

Question 6

Empowerment coupled with a performance-based compensation method is referred to as:
 A) double empowerment.
  B) straight salary.
  C) enfranchisement.
  D) quota systems.
  E) straight commission.

Question 7

Which of the following IS NOT a situation that can cause customers to be less sensitive to price increases?
 A) When customers have few product choices.
  B) When products are highly differentiated.
  C) When the product is a real or a perceived necessity.
  D) When the total expenditure is high.
  E) When the product is considered to be worth it.

Question 8

_________ is a source of locating prospects whereby the salesperson contacts the prospect by telephone.
 Fill in the blank(s) with correct word