While selling to amiables, salespeople should adopt a _____ type of communication style.

While selling to amiables, salespeople should adopt a _____ type of communication style.
 A) relationship-oriented and fast-paced
  B) task-oriented and less responsive
  C) task-oriented and slow-paced
  D) task-oriented and highly assertive
  E) relationship-oriented and slow-paced

Question 2

Two types of benefits can contribute to customer value in business markets: ____________________ benefits which are the basic requirements the business marketer must meet to be included in the customer's consideration set and ____________________ benefits which are those attributes typically not required, that assist the customer in selecting a supplier from among a qualified set of potential suppliers.
 Fill in the blank(s) with correct word

Question 3

A consumer's price sensitivity will increase as:
 A) the perceived number of substitutes decrease.
  B) switching costs increase.
  C) the shared costs for the expenditure increase.
  D) the perceived unique value of the service increases.
  E) the customer's ability to build an inventory increases.

Question 4

As a form of __________ competition, bicycles can solve the same basic need as automobiles, albeit with a very different product.
 A) regular
  B) generic
  C) brand
  D) total budget
  E) product

Question 5

In the context of communication styles, _____ are low on responsiveness but high on assertiveness.
 A) analyticals
  B) coequals
  C) drivers
  D) amiables
  E) expressives

Question 6

The Robinson-Patman Act holds that it is unlawful to____________________in price between different purchasers of commodities of like grade and quality.
 Fill in the blank(s) with correct word

Question 7

A consumer's price sensitivity will increase as:
 A) the perceived number of substitutes increase.
  B) switching costs increase.
  C) the shared costs for the expenditure increase.
  D) the perceived unique value of the service increases.
  E) the customer's ability to build an inventory decreases.

Question 8

In the competitive sports drink market, Gatorade pays very close attention to the activities of Powerade, a major __________ competitor that markets drinks that are similar in features and benefits.
 A) generic
  B) direct
  C) brand
  D) product
  E) total budget