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Question
All of the following are reasons products fail EXCEPT:a. overestimation of market size
b. poor match between product features and customer desires
c. a price too high or too low
d. direct distribution
e. not offering any discernible benefit compared to existing products
Answer
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
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Consultative selling:
a. uses limited sales planning
b. uses a "lone wolf" approach to selling
c. sells advice, assistance, and counsel rather than products
d. uses short-term follow-ups, which focus on product delivery
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All of the following statements characterize the traditional personal selling approach EXCEPT:
a. Traditional selling focuses on closing sales.
b. Traditional selling uses short-term follow-ups that focus on product delivery.
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Relationship selling is also called:
a. long-term selling
b. win-win selling
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a. trade allowance
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a. premium
b. free sample
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c. trade consumer promotions
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All of the following are types of inputs used in both materials requirement planning and distribution resource planning EXCEPT:
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b. lead times
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
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a. Business prioritizing
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a. production scheduling
b. transportation
c. order processing
d. materials-handling
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a. Arm's Length
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a. Arm's Length
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b. Selective
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d. Yes, supply chain management would alleviate all channel conflict.
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b. intermediary link
c. physical distribution integration
d. reseller network
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a. intensive
b. multiple
c. exclusive
d. cumulative
e. aggregated
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b. conventional channel
c. vertical marketing system
d. reciprocal channel
e. direct channel
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a. Disintermediation
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_____ are wholesaling intermediaries who facilitate the sales of a product from producer to end user by representing retailers, wholesalers, or manufacturers and providing little input as to the terms of the sale.
a. Marketing facilitators
b. Channel cooperatives
c. Agents and brokers
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e. Channel functionaries
Q:
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a. install exchange barriers such as location, time, and quantity
b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
e. raise profit margins for independent middlemen
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a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
e. reciprocity
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a. creation
b. temporal
c. assortment
d. spatial
e. ownership
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b. discrepancy of quantity
c. discrepancy of assortment
d. demand discrepancies
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