Using a paid observer to secretly shop at an establishment to gather observations is:

Using a paid observer to secretly shop at an establishment to gather observations is:
 a. Contrived setting observation
 b. Undisguised observation
 c. Mechanical observation
 d. Mystery shopping
 e. All of the above

Question 2

Which of the following is not a technique for earning commitment?
 a. Ask for the order
  b. Summary commitment
  c. Balance sheet commitment
  d. Alternative choice
  e. All the above are techniques for earning commitment

Question 3

The technique for linking a manufacturer's operations with those of all its strategic suppliers and its key intermediaries and customers to enhance efficiency and effectiveness is called:
 A) relationship marketing.
  B) supply chain management.
  C) global marketing.
  D) consumer marketing.

Question 4

A researcher who wants to reduce the potential for bias and increase the reliability of observations would use a higher level of structure in an observational study.
 
 Indicate whether the statement is true or false

Question 5

Stacey, a salesperson for XYZ Co has just heard her prospect make a red light statement. This means:
 a. It is unlikely she will get the sale d. The prospect wants her to stop
  b. She has another objection to handle e. None of the above
  c. May ask for the order

Question 6

Marketing activities directed toward establishing, developing, and maintaining successful exchanges with customers is:
 A) relationship marketing.
  B) global marketing.
  C) cross-functional marketing.
  D) supply chain management.

Question 7

Observing behavior through a one-way mirror is an example of:
 a. Disguised observation
 b. Mechanical observation
 c. Undisguised observation
 d. Mystery shopping
 e. None of the above

Question 8

A buyer saying The price is higher than I thought it would be should be viewed by the salesperson as a(n) ____.
 a. Green light statement
  b. Red light statement
  c. Yellow light
  d. Commitment signal
  e. None of the above are accurate

Question 9

Business marketers that define their business markets with a horizon that stretches beyond the boundaries of the United States to include foreign markets for industrial goods and services employ:
 A) a global market perspective.
  B) a target market perspective.
  C) a market orientation perspective.
  D) an ethnocentric perspective.