When selling oxygen, nitrogen, and argon, Airgas sales team members focus on vendor reduction and process cost reduction for their customers in order to better provide solutions to customer problems. This is an example of:
a. self-assessment selling.
b. stimulus-response selling.
c. problem-solution selling.
d. consultative selling.
e. transaction-oriented selling.
Question 2Which technique uses two alternative phrasings of the same question for respective halves of a sample to elicit a more accurate total response than would a single phrasing?
a. split-ballot technique
b. test-retest technique
c. double-barreled technique
d. split-half technique
Question 3As illustrated in the customer-based brand equity framework model, two elements of brand awareness are:
a. favorability and strength.
b. benefits and overall attitude.
c. brand recognition and brand recall.
d. product and non-product related attributes.
Question 4A personal selling approach that involves helping customers reach their strategic goals by using the products, services and expertise of the sales organization is called:
a. needs-satisfaction selling.
b. consultative selling.
c. alternative-solutions approach.
d. stimulus-response selling.
e. adaptable response method.
Question 5A question that suggests a socially desirable answer or is emotionally charged is known as a:
a. suggestive question.
b. loaded question.
c. double-barreled question.
d. biased question.
Question 6A consumer who prefers to pay more to purchase Advil rather than generic Ibuprofen, even though they are manufactured identically, would be demonstrating what concept in action?
a. brand equity
b. co-branding
c. marketing-mix modeling
d. psychographic targeting
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