Craig is a salesperson for an industrial equipment company. Craig calls on factories and spends most of his time talking with equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. In this scenario, Craig needs to:
A) identify the people with the authority to make the purchase decision.
B) develop his confidence and believe that he offers the best solutions.
C) establish a daily schedule for conducting prospecting activities.
D) try different prospecting methods to find the one that suits his product.
E) establish daily, weekly, and monthly quotas for acquiring new prospects.
Question 2Responsibility for recruiting salespersons may lie with:
A) the first-line supervisor.
B) the Human Resources department.
C) executives at the headquarters level.
D) all of the answer choices.
E) both the first-line supervisor and the Human Resources department.
Question 3The emotional states of pleasure-displeasure, arousal-nonarousal, and dominance-submissiveness are types of:
A) internal response moderators.
B) holistic environments.
C) individual behaviors.
D) social interactions.
E) physical environmental dimensions.
Question 4What is a big difference between the marketing of today versus marketing products 50 years ago?
A) Very few marketing strategies were developed and implemented 50 years ago.
B) Today's marketers can more precisely define and understand consumer needs.
C) Marketing programs are much less expensive today than they were 50 years ago.
D) Marketers of 50 years ago could not engage in market segmentation.
E) Marketing was more accepted in organizations 50 years ago than today.
Question 5Megan is a salesperson for a company that manufactures chemicals. While reviewing her new leads, Megan learned that two of them just signed contracts with one of her company's major competitors. Which of the following best describes why Megan will not consider these two leads as sales prospects?
A) They do not have the budget or financial resources to purchase the product.
B) They do not have a need for the products or services her company is offering.
C) They are too busy to meet with salespeople.
D) They do not have the authority to make a purchase decision.
E) They are not in her company's target market.
Question 6A key account represents a customer who:
A) purchases an insignificant volume as a percentage of a seller's total sales.
B) buys for an organization with geographically concentrated units.
C) involves several organizational members in the purchasing process.
D) both purchases an insignificant volume as a percentage of a seller's total sales and buys for an organization with geographically concentrated units.
E) both buys for an organization with geographically concentrated units and involves several organizational members in the purchasing process.
Question 7Cognitive responses to the firm's servicescape include all of the following except:
A) beliefs or opinions.
B) categorization.
C) the inference of symbolic meaning.
D) feelings of contentedness or anxiety.
E) beliefs or opinions, and feelings of contentedness or anxiety.
Question 8Which of the following is a type of individualized segmentation?
A) Differentiated marketing
B) Niche marketing
C) Mass marketing
D) Permission marketing
E) Multisegment marketing
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