Principles of Marketing Ch 12

Front

Are careers in sales limited to one or two fields?

Back

False

Front

What type of sales techniques are prohibited by most businesses?

Back

illegal and damaging to reputation

Front

The four steps used by sales managers when training new sales personnel are: explanation, _________, trial, and critique.

Back

demonstration

Front

Customers who have developed brand loyalty for a product will use routine decision making.

Back

True

Front

What type of decision making will the Anderson family likely use to plan their vacation after having already planned and taken many trips? Options: extensive, routine, emotional, limited

Back

limited

Front

Little or no previous experience with an item

Back

extensive decision making

Front

Sales exchanges between two or more companies

Back

organizational or B2B selling

Front

What system involves finding customers and keeping them satisfied?

Back

customer relationship management

Front

What decision making process has Jason used when upgrading to a new iPhone after always purchasing Apple products without problems?

Back

routine decision making

Front

After visiting a customer, a sales representative rarely reports on the sales call.

Back

False