Discuss the design considerations of the servicescape for remote, self-service, and interpersonal services.
Question 2Why would a firm offer a wide variety of products in its product portfolio?
A) To attract a wide range of customers and market segments.
B) To capitalize on the firm's reputation.
C) To diversify its risk.
D) To maximize differentiation across its product lines.
E) To create synergies in the marketing department.
Question 3Which of the following states the significance of evaluation in a prospecting plan?
A) Evaluation allows salespeople to record comprehensive information about a prospect, trace the prospecting methods used, and chronologically archive outcomes from any contacts with the prospect.
B) Evaluation makes it easier to track results from using different prospecting methods.
C) Continuous evaluation can be done to establish a regular daily schedule for conducting prospecting activities.
D) Continuous evaluation should be employed to ensure that a salesperson is meeting prospecting goals and using the most effective prospecting methods.
E) Evaluation helps develop a base of comprehensive knowledge and understanding, and is the key to believing in one's self.
Question 4Which of the following are influences on the potential level of sales in a particular territory?
A) Salesperson characteristics.
B) Competition.
C) Territory characteristics.
D) All of the answer choices.
E) Both salesperson characteristics and competition.
Question 5Discuss how a service firm's physical evidence facilitates the flow of the service delivery process.
Question 6Why would a firm offer a deep assortment of products in its product portfolio?
A) To attract a wide range of customers and market segments.
B) To capitalize on the firm's reputation.
C) To diversify its risk.
D) To maximize differentiation across its product lines.
E) To create synergies in the marketing department.
Question 7A _____ is a part of the strategic prospecting plan that records comprehensive information about a prospect, traces the prospecting methods used, and chronologically archives outcomes from any contacts with the prospect.
A) tracking system
B) directory
C) trade show
D) seminar
E) referral
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