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Question
At Boeing, salespeople work with company specialists, such as financial analysts, technical specialists, and engineers, to call on potential and current customers. This is an example of ________.A) territorial selling
B) team selling
C) professional selling
D) industry specialization selling
E) transactional selling
Answer
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Related questions
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A) access data from key partners
B) deliver text messages to key customers through a short-messaging system
C) track all aspects of customer interaction
D) avoid the capital outlay of a CRM system
E) make and receive phone calls anywhere just as though they were in the office
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What type of software links information between selling and buying firms?
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B) PRM (partner relationship management)
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E) VoIP (Voice-over Internet Protocol)
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Factors that increase a firm's emphasis on ________ include purchases that are "new tasks" for a customer and transactions that require negotiation.
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According to an axiom in marketing, the more ________ the product, the more heavily firms tend to rely on personal selling to promote it.
A) popular
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C) intangible
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Which of the following communication and promotion tools involves establishing direct connections with customers aimed toward building crucial relationships?
A) personal selling
B) advertising
C) e-commerce
D) publicity
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Why are people reached by direct mail better prospects for a company than those reached by mass media such as television or magazines?
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A producer of beverages and snack foods wants to market its products to the 14-to-22-year-old demographic, providing incentives to respond instantly to time-sensitive offers. Which of the following forms of direct marketing would this producer most likely choose?
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The "m" in m-commerce stands for ________.
A) market
B) mobile
C) message-oriented
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E) marketspace
Q:
The National Do Not Call Registry was established by which of the following?
A) the Federal Trade Commission (FTC)
B) the Direct Marketing Association (DMA)
C) the Consumer Review
D) the American Marketing Association (AMA)
E) the Robinson-Patman Act
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Which of the following is NOT a form of direct marketing?
A) mass marketing
B) catalogs
C) direct mail
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A brand community can be created by marketers or can develop on its own among consumers.
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When the Pharmaceutical Manufacturers Association spent eight million dollars creating and placing a print campaign arguing that the most expensive drugs represent just five percent of national health care expenditures, the association was using public relations.
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Planning and implementing special events are typically responsibilities of ________.
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Which of the following is a relatively inexpensive objective measurement that public relations (PR) specialists can use to gauge the effectiveness of their efforts?
A) personal evaluation of PR activities
B) opinion surveys among the firm's publics
C) coverage in print and broadcast media
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A) preapproach
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A) referring
B) cold calling
C) networking
D) direct selling
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Q:
Prospect and qualify is the step in the creative selling process in which the salesperson ________.
A) meets the customer for the first time
B) learns as much as possible about a prospective customer before making a sales call
C) identifies potential qualified customers
D) conveys the product's competitive advantages to a potential customer
E) clarifies and overcomes a customer's concerns about buying
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A) intangibility
B) perishability
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D) variability
E) personalization
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A) intangibility
B) perishability
C) variability
D) inseparability
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A) intangibility
B) perishability
C) variability
D) personalization
E) inseparability