_____ is a measure of the total business opportunity for all sellers in a particular market.
A) Potential
B) Concentration
C) Dispersed
D) Territory workload
Question 2The three primary visual stimuli that appeal to consumers on a basic level are:
A) harmony, contrast, and clash.
B) size, shape, and color.
C) blue, yellow, and green.
D) red, blue, and green.
E) violet, blue, and red.
Question 3When your sister expresses her desire for a car, you know that her real need is transportation.
Indicate whether the statement is true or false
Question 4Bill is a salesperson who relies on his current customers to help him identify potential new customers. In this scenario, Bill relies on _____ for lead generation.
A) sources of influence
B) referrals
C) company sources
D) trade shows
E) cold calling
Question 5The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity and low sales organization strength. This suggests which of the following sales resource assignments?
A) Invest a high level of resources to take advantage of opportunity.
B) Invest a moderate level of resources.
C) Invest a minimal level of sales resources, selectively eliminate resource coverage, or possibly eliminate the PCU.
D) None of the answer choices.
Question 6Which of the following senses conveys more information than any of the others?
A) sight
B) sound
C) scent
D) touch
E) taste
Question 7The evoked set is a key part of the purchase stage of the consumer buying decision process.
Indicate whether the statement is true or false
Question 8Sarah is a salesperson who prefers calling or meeting her sales leads before getting any information about them or their companies. Sarah uses _____ as a source of sales prospecting.
A) centers of influence
B) networking
C) cold calling
D) company records
E) advertising inquiries
Question 9The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity and high sales organization strength. This suggests which of the following sales resource assignments?
A) Invest a high level of sales resources to take advantage of opportunity.
B) Invest a minimal level of sales resources.
C) Invest a moderate level of sales resources to keep current position strength.
D) Either direct a high level of sales resources to improve position or shift resources to other PCUs.
Question 10Consumer feelings of physical pleasure or discomfort are _____ responses.
A) physiological
B) emotional
C) cognitive
D) psychic
E) emotional and psychic
Question 11Ethnography is a qualitative research technique designed to understand cultural phenomena such as communication, shared meanings, and personal interests.
Indicate whether the statement is true or false
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