Pregnant military personnel were originally permitted to wear civilian clothing when pregnant in lieu of their traditional military uniforms. After implementing this policy, the military observed:
A) grateful personnel who could now wear their own clothes.
B) jealousy from other personnel who were required to wear uniforms.
C) a wide array of dress styles on base.
D) personnel who were upset because they now had to worry about what to wear every day.
E) discipline and morale problems because these personnel had begun to lose their identification with their roles as soldiers.
Question 2A market segment meets all criteria for viability. However, what else is necessary for a firm to successfully pursue that segment?
A) The segment should allow for little competition.
B) The segment should be inexpensive to reach.
C) The segment should have synergy with the firm's mission.
D) The segment is easy to reach with traditional forms of communication.
E) The segment's members cannot overlap into other segments.
Question 3Salespeople need to spend some time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.
Indicate whether the statement is true or false
Question 4By organizing its sales force around retailing, financial services, and the petroleum industry, Hewlett-Packard is employing the _____ approach in structuring the sales force.
A) geographical
B) product
C) market-centered
D) territory
E) national accounts
Question 5Which of the following is NOT an advantage of requiring employees to wear uniforms?
A) Uniforms identify the firm's personnel.
B) Uniforms help in controlling deviant members.
C) Uniforms provide price expectations to customers.
D) Uniforms imply a coherent group structure.
E) Uniforms present a physical symbol that embodies the group's ideals and attributes.
Question 6Which of the following IS NOT an example of mass customization?
A) A college creates a custom degree program to match your unique needs.
B) A customer orders a custom teddy bear from Build-A-BearWorkshop.com.
C) Dell offers fully customized computers based on your needed configuration.
D) A bank employee logs into the e-procurement system to browse a fully customized catalog of office supplies.
E) You order a customized vase of flowers from 1-800-Flowers.com.
Question 7_________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.
Fill in the blank(s) with correct word
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