Which variables are often used as a basis for market segmentation?
a. Demographic
b. Personality
c. Awareness
d. Knowledge
e. Lifestyle
Question 2Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Jennifer is using the ____ method of handling resistance.
a. Forestalling
b. Direct denial
c. Translation
d. Transition
e. Compensation
Question 3The buying motives for major installations center on:
A) emotional factors.
B) purely economic or rational considerations.
C) a blend of rational and emotional factors.
D) the initial price and cost.
E) projected maintenance and operating costs.
Question 4Which of the following approaches makes possible time series analysis?
a. Continuous panels
b. Cross sectional surveys
c. Discontinuous panels
d. Omnibus panels
e. C and D
Question 5Which of the following is not a method for responding to objections?
a. Forestalling
b. Direct denial
c. Translation
d. Transition
e. Compensation
Question 6Which type of goods are treated as an expense item because they do not enter the production process or become part of the finished product?
A) Facilitating Goods
B) Foundation Goods
C) Entering Goods
D) None of the answer choices.
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