Base on the quality of the job, you need to understand the products, services and systems and you should observe the actions from both sides, the company's point of view as well as (more important) the customer's.
Pricing to cover variable costs some fixed costs, as in the case of some automobile distributorships that sell below total costs, is typical of which of the following pricing objectives? * a) Current profit maximization * b) Product quality leadership * c) Market share leadership * d) Survival
In determining sales force size, when a company groups accounts into different size classes and then determines the number of salespeople needed to call on them the desired number of times, it is called the * a) Key-size approach * b) Work-load approach * c) Product-need approach * d) Call-service approach
Setting call objectives is done during which of the following stages of the selling process * a) Prospecting * b) Pre-approach * c) Approach * d) Handling objections
A ______________ is a good offered either free or at low cost as an incentive to buy a product. * a) Patronage reward * b) Spiff * c) Price pack * d) Premium
________________ are products bought by individuals and organizations for further processing or for use in conducting a business. * a) Consumer products * b) Services * c) Industrial products * d) Specialty products
Company that overlooks new and better ways to do things will eventually lose customers to another company that has found a better way of serving customer needs is a major tenet of which of the below * a) Innovative marketing * b) Consumer-oriented marketing * c) Value marketing * d) Sense-of-mission marketing
______________ describes changes in an individuals behavior arising from experience. * a) Modeling * b) Motivation * c) Perception * d) Learning
The biggest or greatest amount of involvement in a foreign market comes through which of the following a) Exporting b) Joint venturing c) Licensing d) Direct investment
All of the following are considered as drawbacks of local marketing except * a) It can drive up manufacturing and marketing costs by reducing economies of scale. * b) It can create logistical problems when the company tries to meet varied requirements. * c) It can attract unwanted competition. * d) It can dilute the brand's overall image.
Cognitive dissonance occurs in which stage of the buyer decision-process model * a) Need recognition * b) Information search * c) Evaluation of alternatives * d) Post purchase behavior
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