| A | B |
|---|
| respondents are offered same # of favorable & unfavorable options | balanced survey |
| Collection of data involving questionnaires | mail survey |
| Point of purchase data collection method | volume tracking scanner |
| 7 pt. ratiing system on opposite ends of scale | semantic differential |
| business determines how employees interact with customers | observation |
| Primary data collection | customer survey |
| ill designed questionnaire | can decrease response rate |
| when to ask potentially sensitive ?'s | Toward end of interview |
| Business has shop in resort area for sports enthusiasts - how to increase business | Develop niche catalogues |
| direct advertising strategies | intend to motivate consumer to take action |
| successful direct response ad | increased purchasing after airing of informercial |
| Sending copy of sales receipt to manufacturer with completed form | Ex. of rebate - - you will receive check in the mail |
| TV actor gets a Coke out of the refrigerator | Product placement |
| Communication channel used in public relations | Press releases |
| Illegal selling practice that is regulated because it reduces competition | exclusive dealing |
| Law protects consumers against high pressure selling techniques | Cooling off |
| Maintains positive releationships with stock holders | newsletters, annual reports, company's website |
| How to buid clientele | Provide friendly, courteous service |
| Toni has sincere interest ini customer's satisfaction | Service attitude |
| Type of sales practice that may be considered illegal | Tying arrangements |
| allows insurance group to match agents with policy holders | Mapping software |
| Salesperson demonstrates product features/answers questions remotely | Uses web presentation comnined with teleconference |
| Reciprocal sales arrangement between buyer and seller is unethical | when reciprocity hurts/eliminates competition |
| effect bldg. clientele has on selling costs | reduces because repeat sales costs are less than initial sales costs |
| ethical behavior in selling demonstrated by | salesman tells customer she does not need to purchase carpet attachment because of her hardwood floors |
| Business continuously fails to deliver on its brand promise | Business will lose credibilaty |
| reason marketing strategies are designed/implemented | To achieve planned goals |
| Use of grades/standards affects selling process | Enables customers to buy w/o having to inspect each individual item |
| Terri expects sound system in ner new car to work | Implied warranty |
| Product benefit of some computers | Pre-installed software saves customer $$$'s |
| Salesman has trouble thinking of more questions to ask | He/she can use questioning statements |
| Sales person explains this when suggesting purchase of substitute | Comparable features |
| 1st step when taking telephone order | Find out customer;s name |
| What level of qualty of a product is important to company | Reflects the image of the business |
| Internal system that allows all company employees access to the same information | Intranet |
| What sales person should do in the closing step of sales process | Ask the customer to buy |
| Focusinig promotion on Hispanic females 18-34 yrs old | Demographic segmentation |
| Reasonably priced recreational activities promoted to | Psychographic segmentation |
| Printed warranty with CD player | Express warranty |
| Would use a longer channel of distribution | A bottle of shampoo |
| Business driver uses to obtain directions | Global Positioning System |
| Business's brand promise is what | Business intends to provide the customer |
| Company can reinforce its image | Thru employee training - making sure they have thorough knowledge |
| How to determine why strong seller is now declining in sales | Study marketing information |
| Internal source of mktg. info. | Inventory records |
| When making mktg. decisions - base them on | info. gathered by mktg. info. mgmt. system |
| Business analyzes financial data from one quarter to the next | It is determining profitability |
| Basing a decision on info. gathered from business majors who are seniors | Simple sampling |
