The practice of combining census data with survey data or data gathered from other sources, such as motor vehicle registrations, is called:
a. Geolocation
b. Geosynchronization
c. Geodesignation
d. Geocaching
e. Geodemography
Question 2Which of the following is not a common reason why prospects raise objections?
a. The prospect wants to avoid the sales interview
b. Objecting is a matter of custom
c. The prospect fails to recognize the need
d. The prospect lacks information
e. All of the above are common reasons why prospects raise objections.
Question 3Concerning the classification of customers in the business market, General Motors is a(n) ____ when purchasing a mainframe computer system from IBM, but is a(n) ____ when purchasing tires from Goodyear.
A) user; original equipment manufacturer (OEM)
B) user; distributor
C) original equipment manufacturer (OEM); user
D) user; upstream supplier
E) original equipment manufacturer (OEM); downstream supplier
Question 4A common market segmentation base for firms that sell industrial goods are:
a. SAIC codes
b. NAICS codes
c. Segmentation codes
d. Area codes
e. Zip codes
Question 5When preparing for sales resistance, salespeople should remember ____.
a. sales resistance should be treated like a question
b. sales resistance is normal part of the sales process
c. sales resistance usually reflects interest in the product
d. sales resistance means the buyer is at least somewhat involved in the presentation
e. All of the above
Question 6When purchasing machine tools for their plants, American Honda is:
A) an original equipment manufacturer.
B) a user.
C) a distributor.
D) an institutional buyer.
E) an upstream supplier.
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