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Question
The Strategic/Consultative Selling Model has gained wide acceptance in the United States. Describe briefly what the model consists of and how it can serve as a checklist for sales personnel.Answer
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Related questions
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Cloud-based music services are expected to have a major impact on the mobile music business. The reason for their popularity includes all of the following except:
A) they are a hybrid between subscription and online store business.
B) this new approach addresses some of the shortcomings of the existing methods.
C) they offer users a music locker "in the cloud."
D) music services can be purchased from a variety of mobile devices.
E) the pricing schemes for various services are simple.
Q:
________-commerce is one of the significant marketing opportunities made possible by the digital revolution.
A) Multinational
B) Mobile
C) Multisegment
D) Marginal-cost
E) Multilingual
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While South Korea is considered as "ready for tomorrow" in terms of Internet Speed, countries which are "below today's applications threshold" include all of the following except:
A) the United States.
B) Germany.
C) India.
D) Hong Kong.
E) China.
Q:
As a result of the digital revolution, a variety of companies in all parts of the world are developing a new generation of products, services, and technologies; which include all of the following except:
A) broadband network.
B) mobile commerce.
C) wireless connectivity.
D) smart cell phones.
E) landline connectivity.
Q:
The Web site's architecture should be flexible enough to allow all of the following except:
A) different dates.
B) currency.
C) money formatting.
D) local culture.
E) privacy.
Q:
The practice of registering a particular domain name for the express purpose of reselling it to the company that should rightfully use it is called:
A) gray market.
B) piracy.
C) copyright violation.
D) cybersquatting.
E) patent violation.
Q:
Until recently, visitors to Web sites for most luxury goods purveyors were not given the opportunity to buy. The reason behind this was:
A) luxury goods purveyors did not like to use online promotions.
B) luxury goods purveyors strive to create a shopping experience.
C) global audience do not go online for luxury goods.
D) luxury goods purveyors prefer sending information on iPad.
E) luxury goods are purchased by rich people who do not shop online.
Q:
Web sites can be classified by purpose as represented by the term:
A) matrix sites.
B) international sites.
C) geographic sites.
D) promotion sites.
E) regional sites.
Q:
According to Christensen's five principles of disruptive innovations, the following statement is not true:
A) companies depend on customers and investors for resources.
B) small markets solve the growth needs of large companies.
C) markets that don't exist can't be analyzed.
D) an organization's capabilities define its disabilities.
E) technology supply may not equal market demand.
Q:
In every industry, companies are embedded in a(n) ________, which has a cost structure associated with it that dictates the margins needed to achieve profitability.
A) innovator's dilemma
B) transaction
C) URL
D) value network
E) digital network
Q:
Policy makers in some countries are concerned about U.S. control of the Internet. Positions taken by countries such as ________ state that Internet is global and no single country should be in control.
A) Japan and South Korea
B) India and Brazil
C) China and Japan
D) Mexico and Venezuela
E) Thailand and Malaysia
Q:
Which of the following pioneers of the digital revolution developed URL, http, and HTML, thus paving the way for the World Wide Web?
A) Robert Noyce and Jack Kilby
B) Vincent Atanasoff and Clifford Berry
C) Vint Serf and Bob Kahn
D) Steve Jobs and Steve Wozniak
E) Tim Berners-Lee
Q:
Direct marketing and mass marketing are becoming a very popular method for communicating with consumers. Giving reasons for their worldwide popularity, show the differences between direct and mass marketing.
Q:
Dietrich Mateschitz, Red Bull's creator, stated "When we first started, we said that there is not an existing market for Red Bull." The reasons behind Red Bull's success include all of the following except:
A) a market was created for Red Bull.
B) a market segment was found with unmet needs.
C) the blue-and-silver color on cans helped in Red Bull's popularity.
D) orthodox advertising strategies were used with tactics.
E) The Red Bulletin magazine helped in Red Bull's popularity.
Q:
Trucks capability is second only to water in terms of the variety of products that can be transported.
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In many countries, it is customary to eat horse meat, since the flesh is lean, and high in iron and other nutrients.
Q:
Retailers may have a difficult time crossing borders if they fail to appreciate similarities in retailing environments, and consumer behavior and preferences.
Q:
Walmart pulled out of Germany and South Korea and Best Buy closed several stores in China. This is an example that illustrates that it is not possible to export a retail business model that has proven successful in the domestic market.
Q:
Laura Ashley, The Body Shop, Victoria's Secret, Starbucks, the Disney Store and Gap are examples of global retail operators that can be classified as specialty retailers since they offer less variety than department stores.
Q:
When Carrefour, Tesco, or Walmart set up shop in developing countries, they provide customers with access to more products but at higher prices than were available previously. This is an example of global retailing.
Q:
When utilizing the services of a local independent distributor, management is well advised to treat the distributor as a temporary market-entry vehicle.
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A distributor with good contacts is obviously the best one to select in terms of generating quick sales and revenues.
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The close long-term relationships between auto salespersons and the Japanese people can be considered as a consumer version of the keiretsu system.
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Distribution channels for automobiles in Japan and the United States are similar in that most car buyers in both countries visit dealerships before making a purchase.
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As Walmart extends its reach around the globe, observers are using words such as "assault" and "invasion" to describe what it's like for a nation that the company has fixed in its sights.
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In 2012, a scandal broke out after horse DNA was found in frozen beef burgers sold in supermarkets in Ireland. What are the factors and impact of this scandal on consumer's food selection pattern and health consequences?
Q:
How do specialty retailers differ from "hypermarkets," "supercenters," and "convenience stores"? Why are some businesses called "category killers"?
Q:
Nestl in Brazil is using door-to-door selling to reach low-income neighborhoods; Dell computers provide home delivery for its products; Avon is using sales representatives and other companies are using different methods to reach consumers. Describe different channels that can be used for reaching the customers.
Q:
A freighter loaded with 40-foot shipping containers leaves a port in Europe and sails to New York, where the containers are transferred to railroad cars and transported to the West coast. At the port of San Francisco, the containers are loaded onto another freighter bound for Japan. The term that best describes this situation is:
A) intermodal transportation.
B) inventory management.
C) greenfield investment.
D) hypermarketing.
E) containerization.
Q:
"Containerization" refers to a company's:
A) designing attractive product packaging that will help a product "sell itself."
B) use of computer technology to keep a lid on ("contain") distribution costs.
C) use of refrigerated warehouses for perishable products.
D) use of standard-sized shipping boxes that can be transported in various ways.
E) method of shipment by using oval size steel containers to fit different commodities.