When telling a customer about a product, the salesperson should:
a. give the customer all the technical information needed to understand how the product works.
b. stress the features that are the product's outstanding qualities.
c. tell the customer the price is right.
d. suggest that the customer do some comparison shopping before making the purchase decision.
e. not let the customer handle the product until the salesperson has finished the presentation.
Question 2Which of the following is NOT an aspect of a good mission statement?
a. Broad and general in nature
b. Provide direction
c. Motivational
d. Changes with every new fad
e. It is a plan of action for the firm to follow
Question 3_____ occurs when achieving the goals of either the supplier or the retailer would hamper the performance of the other.
a. Perceptual incongruity
b. Domain disagreements
c. Goal incompatibility
d. Gray marketing
e. Dual Distribution
Question 4Combining products and/or services into larger packages is referred to as:
a. tooling
b. driving
c. binding
d. bundling
Question 5_____ refers to the management of merchandise categories, or lines, rather than individual products, as a strategic business unit.
a. Category management
b. Breadth management
c. Assortment management
d. Brand management
e. Merchandise management
Question 6What is the first thing that a salesperson should do during the sales presentation?
a. Inform the customer about the benefits of the retailer's merchandise in an appealing manner.
b. Help the customer to decide on the product that best fulfills the customer's needs.
c. Listen to the customer's needs so that the salesperson can first determine the right price range of products.
d. Select the right product or service that the salesperson believes will satisfy the customer's needs.
e. Tell the customers that they are in goods hands.
Question 7Consider this mission statement: Dad's Tasty Dogs will utilize the friendly, proven expertise of its employees and the finest ingredients to provide customers with great tasting hot dogs at a fair price.. What element of a good mission statement is missing?
a. How the retailer uses or intends to use its resources
b. A market share goal
c. How it expects to relate to the ever-changing environment
d. The kinds of value it intends to provide in order to serve the needs and wants of the customer
e. A SWOT analysis
Question 8A customer visits Best Buy to learn about the different models, their features, and the usage of new digital cameras. This customer then leaves the store without purchasing the camera from Best Buy and makes the actual transaction on Amazon.com. This is an example of:
a. diverting.
b. gray marketing.
c. free-riding.
d. goal incompatibility.
e. perceptual incongruity.
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