Susan is a new sales rep who does not yet possess a great deal of product knowledge. She is often asked questions to which she does not know the answer. By being up front with her customers about not knowing the answers, Susan builds trust because she is perceived as:
a. An expert
b. Candid
c. Compatible
d. Competent
e. Helpful
Question 2Error that the respondent is not responsible for creating, such as when the interviewer marks a response incorrectly, is called:
a. sampling error.
b. editing error.
c. respondent error.
d. nonrespondent error.
Question 3A product like Ivory Soap has been around for a long time, and many consumers are avid fans and will never buy anything else. Because of the well-established brand preferences, brand managers should:
a. increase advertising to increase sales.
b. grow sales volume with price discounting.
c. maintain the status quo of advertising and pricing levels.
d. both increase advertising and decrease prices.
Question 4Salespeople who always do what they say they'll do earn trust because buyers perceive them as being:
a. Dependable
b. Customer oriented
c. Likeable
d. Candid
e. Knowledgeable
Question 5A coding sheet documents the location of each variable in a data matrix.
Indicate whether the statement is true or false
Question 6If the Chompy Crackers Company negotiated a fee with an ad agency to cover its services plus an additional payment on the condition that Chompy meets certain revenue goals for the year, it is using a(n):
a. reduced commission system.
b. outcome or performance based system.
c. straight 15 commission system.
d. labor-based fee system.
Question 7Andrew is a new sales rep for an industrial chemical supplier. Andrew makes it a point to never be late for an appointment and to always follow through immediately on promises he makes to his customers. These behaviors help Andrew build trust with his customers because they perceive him as:
a. an expert
b. candid
c. dependable
d. competent
e. helpful
Question 8Text variables are represented by value labels, which is computer terminology for a series of alphabetic characters (non-numeric characters) that may form a word.
Indicate whether the statement is true or false
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