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Question
Pharmaceutical firms have introduced new over-the-counter antacids that block the production of stomach acids while still marketing traditional antacids. Traditional antacids treat heartburn by neutralizing stomach acid. If sales of the new acid blockers reduce sales of the traditional antacids, then _____ has occurred.a. demarketing
b. cannibalization
c. undifferentiation
d. repositioning
e. perceptual confusion
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
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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.
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Relationship selling is also called:
a. long-term selling
b. win-win selling
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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. Arm's Length
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c. exclusive
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b. conventional channel
c. vertical marketing system
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b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
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a. forward integration
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d. sorting
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a. creation
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d. spatial
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