A business marketer becomes a preferred supplier to major customers by:

A business marketer becomes a preferred supplier to major customers by:
 A) developing intimate knowledge of the customers operations.
  B) developing a market orientation organization plan.
  C) contributing unique value to a customer's business.
  D) all of the answer choices.
  E) both developing intimate knowledge of the customers' operations and contributing unique value to a customer's business.

Question 2

Which of the following statements is NOT true about descriptive research?
 a. Descriptive studies can make specific predictions
 b. Descriptive studies can determine the proportion of people who behave in a certain way
 c. Descriptive studies are quite flexible in nature
 d. Descriptive studies are used to describe the characteristics of certain groups
 e. Descriptive studies require a clear specification of the who, what, when, where, why and how of research

Question 3

LAARC is a tool for helping salespeople ____.
 a. present features and benefits
  b. overcome resistance
  c. uncover needs
  d. use visual aids
  e. remember to ask for the order

Question 4

Companies can demonstrate market-sensing and customer-linking capabilities by:
 A) sharing product movement information.
  B) jointly planning promotional activities with other channel members.
  C) jointly planning product changes with other channel members.
  D) all of the answer choices.
  E) both sharing product movement information and jointly planning promotional activities with other channel members.

Question 5

The key considerations of market testing are:
 a. Complexity, time and clarity
 b. Complexity, time and clarity
 c. Cost, effort and clarity
 d. Cost, effort and control
 e. Cost, time and control

Question 6

In the LAARC process for handling buyer resistance, the first A stands for?
 a. Assess d. Anticipate
  b. Acknowledge e. Assign
  c. Address

Question 7

Marketers who want to serve both consumer and business market sectors should:
 A) develop a market oriented organizational plan.
  B) become proficient in understanding customers.
  C) become proficient in satisfying customers.
  D) all of the answer choices.
  E) both develop a market oriented organizational plan and become proficient in understanding customers.

Question 8

Marketing testing is appropriate for testing which of the following types of research questions?
 a. Brand attitude
 b. Awareness
 c. Product demand
 d. The effectiveness of almost every element of the marketing mix
 e. All of the above