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Question
When Delta Airlines raises or lowers its prices on its Atlanta to Chicago route other airlines tend to make the same changes in their pricing. This is an example of _____ pricing.a. status quo
b. target return
c. market share
d. predatory
e. cost-plus
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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d. Salespeople sell products not advice and assistance.
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Relationship selling is also called:
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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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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
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a. Business prioritizing
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In which logistical component of the supply chain will you find electronic data interchange a common feature?
a. production scheduling
b. transportation
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a. Arm's Length
b. Functional
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a. Arm's Length
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c. Exclusive
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d. Yes, supply chain management would alleviate all channel conflict.
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b. intermediary link
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a. intensive
b. multiple
c. exclusive
d. cumulative
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b. conventional channel
c. vertical marketing system
d. reciprocal channel
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_____ 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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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
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a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
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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
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