| A | B |
|---|
| Recommendation of new software | Recommend one which requires least amt. training |
| advantage of using internet for research | it is inexpensive |
| info source regarding customers preferences, etc. | database |
| allows co. to observe customer's internet activities | cookie |
| marketers determining respondent's feelings | likert |
| characteristic of unstructured observation | records variety of behavior versus specific |
| customer thinks he/she is not getting value for their $$$s | will shop elsewhere |
| customer service professionals | handle complaints |
| booking hotel rooms for travelers | service mktg. |
| mktg. function that assists consumers with purchasing decisions | promotion |
| personal interviews should involve people who are | open, friendly, non-judgmental |
| advantage of using personal interviews for research | high flexibility |
| Stores prices should be based on | customer base (Belk vs. Wal-Mart) |
| charging premiums prices when supply is limited | unethical and legal |
| internal factor that might affect selling policies | research |
| salesman attends classes on company time | unethical |
| co. can help employees demonstrate ethical behavior | by establishing gift giving guide |
| salesmen who give expensive gifts to obtain business | are guilty of unethical behavior |
| taking client golfing is acceptable if | it did not lead to award of business contract |
| when to ask experienced worker for help | when they are finished with customer(s) |
| part of selling process that includes writing up order | reaching closure |
| important step for all salespeople | establishing relationship with customers |
| part of establishing relationship with customer | sizing up customer (how much $$$'s) |
| company cannot randomly offer discounts | Robinson-Patman Act |
| co. policy regulating price of treating client to lunch | necessary to control expenses |
| characteristic of firm's selling policies | enforced with reasonable firmness |
| thru sales, products are transferred to user | ex. of selling adding utility |
| using sales to satisfy needs should lead to | repeat business |
| use of communications channels (media) in P.R. activities | important part of providing information |
| reason for offering coupon with sales promo | to generate immediate response |
| offers easiest means to evaluate effectiveness of ad | direct mail (measurable) |
| benefit of advertising in magazines | ability to target a grp. of consumers |
| used to promote sale in certain geographic area | suburban newspapers (local) |
| print promotional medium | shoppers guide |
| govts regulate promo activities | to protect consumers from deception |
| banner ads and pop-ups exist because of | the internet |
| accurately predicts promo ethical issue re: children | televising graphic war zone clips in prime time |
| ads that promote gifts local firm has given to community | institutional |
| Promotional message | must be based on facts |
| relationship between marketing and promotion | interrelated |
| disadvantage of branded products | must be sold at higher prices |
| brand names are primarily used to | ID a product |
| Avis tries harder because they are not #1 | ex. of using product positioning to compete |
| products graded by non-govt. agency | grading is voluntary |
| transportation of goods across state lines | must abide by govt. standards |
| misleading info. on label | ex. of unethical business behavior |
| packaging promotes awareness of endangered species | ex. of cause packaging |
| why monitor sales of established product | to make changes if necessary |
| should consider this when setting selling prices | economic conditions |
| Standard Oil monopolistic practices | Sherman Anti-Trust Act |
| UPC codes provide this type of information | pricing |
| how to reduce cost of labeling product prices | attach computer generated tags |
| ice cream shop sets prices below cost to eliminate competition | relates to predatory pricing |
