Which of the following statements is true?

Which of the following statements is true?
 a. The U.S. Department of Labor projects little demand for salespeople in the next few years.
  b. The financial service industry, in particular, is experiencing a decrease in the demand for sales positions.
  c. AT&T recently eliminated 8,000 jobs within the sales force.
  d. Salespeople are usually the last group to be negatively affected by personnel cutbacks.
  e. Because of the differences in sales jobs from one industry to another, salespeople often find it difficult to change jobs.

Question 2

What is the main purpose of conducting a pretest with a questionnaire?
 a. To uncover any problems that the questionnaire may cause.
 b. To test research questions.
 c. To test hypotheses.
 d. All of these choices.

Question 3

The theory that when a name does not have much preexisting meaning, it can take on any connotation marketers want to give it is called:
 a. the empty-vessel philosophy of brand naming.
 b. trademarking.
 c. sound symbolism.
 d. memory-jogging philosophy of brand naming.

Question 4

The step in the sales process in which salespeople are required to locate a pool of potential customers and then screen out unqualified ones is referred to as:
 a. fishing.
  b. looking for suspects.
  c. prospecting.
  d. gold mining.
  e. detective work.

Question 5

Which type of software prevents respondents from continuing with an Internet questionnaire if they fail to answer a question?
 a. hidden skip logic
 b. forced answering software
 c. variable piping software
 d. compliance software

Question 6

Estee Lauder advertises a new facial cream by putting free samples of the cream in a magazine. The extent to which a product or innovation can be used on a limited basis prior to making a full-blown commitment is referred to as its:
 a. relative advantage.
 b. compatibility.
 c. observability.
 d. trialibility.

Question 7

Which of the following is not part of the sales process model outlined in the text?
 a. Salesperson attributes
  b. Selling situation
  c. Initiating customer relationships
  d. Developing customer relationships
  e. Enhancing customer relationships

Question 8

In an Internet survey, the boxes in which respondents type their answers are called:
 a. check boxes.
 b. call boxes.
 c. open-ended boxes.
 d. drop-down boxes.

Question 9

The degree to which a new product fits into a person's way of doing things is called:
 a. compatibility.
 b. relative advantage.
 c. complexity.
 d. observability.

Question 10

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish
 a. rapport.
  b. trust.
  c. commitment.
  d. customer feedback.
  e. source credibility.