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Question
Cassandra, an accounting major, read an article stating that accounting graduates are receiving the highest starting salary offers for business majors. The article also stated that marketing majors start with lower salaries but surpass all other majors' salaries within ten years. A week later Cassandra doesn't remember reading this last part of the article, just the first part. This is an example of:a. selective distortion
b. selective exposure
c. intermittent reinforcement
d. selective socialization
e. selective retention
Answer
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Related questions
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
Q:
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
e. emphasizes closing the sale during the sales presentation
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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.
c. Traditional personal selling takes a team approach to the account.
d. Salespeople sell products not advice and assistance.
e. Proposals and presentations used emphasize pricing and product features.
Q:
Relationship selling is also called:
a. long-term selling
b. win-win selling
c. consultative selling
d. experiential selling
e. interactive selling
Q:
General Mills is offering resellers a 10 percent discount on all cases of its granola bars purchased during the month of June. General Mills is offering a:
a. trade allowance
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c. P-O-P discount
d. push money deal
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Q:
Lopez is the largest Hispanic-owned meat processor in the United States. To assist retailers in marketing its products, Lopez provides point-of-sale materials and offers special introductory discounts to retailers. Lopez uses:
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b. relationship selling
c. consumer promotions
d. startup marketing
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a. premium
b. free sample
c. service commission
d. sponsorship
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a. Contests depend on luck, and participation is free.
b. Contests are generally effective tools for creating long-term relationships with customers.
c. Sweepstakes are promotions that require participants to exhibit some skill.
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e. Contests and sweepstakes are not useful for creating interest and publicity.
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a. self-perpetuating premiums
b. loyalty marketing programs
c. trade consumer promotions
d. consumer discount programs
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a. self-liquidating premium
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c. loyalty incentive
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a. air
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All of the following are types of inputs used in both materials requirement planning and distribution resource planning EXCEPT:
a. source of funding
b. lead times
c. mode of transportation to be used
d. outstanding orders
e. sales forecasts
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
c. third party logistics firm (3PL)
d. materials requirement planning (MRP)
e. activity-based costing (ABC)
Q:
_____ is the direct electronic transmission, from computer to computer, of standard business forms between two organizations. When this technique is used, orders can become virtually paperless, and information about the order is available to both firms.
a. Business prioritizing
b. Electronic data interchange
c. Just-in-time inventory
d. Real-time inventory
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Q:
In which logistical component of the supply chain will you find electronic data interchange a common feature?
a. production scheduling
b. transportation
c. order processing
d. materials-handling
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Q:
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a. Arm's Length
b. Functional
c. Cooperative
d. Hierarchical
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a. Arm's Length
b. functional
c. cooperative
d. hierarchical
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b. Selective
c. Exclusive
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Q:
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Q:
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b. intermediary link
c. physical distribution integration
d. reseller network
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Q:
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a. intensive
b. multiple
c. exclusive
d. cumulative
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Q:
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b. conventional channel
c. vertical marketing system
d. reciprocal channel
e. direct channel
Q:
_____ is the efficient and cost-effective forward and reverse flow and storage of goods, services, and related information, into, through, and out of channel member companies.
a. Disintermediation
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c. Materials handling
d. Intermodal transportation
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Q:
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a. Marketing facilitators
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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
Q:
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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
Q:
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c. discrepancy of assortment
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