Archives: Quiz
Sales Chapter 8 one of the most important ways to ensure a good first
Chapter 08 Making the Sales Call Answer Key True / False Questions 1. TRUE Accessibility: Keyboard Navigation Difficulty: 1 Easy Learning Objective: 08-01 How should the salesperson make the initial approach to create a good impression and gain the prospect’s […]
Sales Chapter 7 in the context of finding the right person to make a sales call
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 59. TECAmerica, Inc. sells electronic scales used for weighing meats and vegetables. A salesperson for TECAmerica is calling on the […]
Sales Chapter 7 Sales people Should Talk Secretaries Order Appear Working
Chapter 07 Planning the Sales Call Answer Key True / False Questions 1. TRUE Accessibility: Keyboard Navigation Difficulty: 1 Easy Learning Objective: 07-01 Why should salespeople plan their sales calls? Planning a sales call helps salespeople avoid wasting a prospect’s […]
Chapter 16 Many High School Seniors With Binge Drinking
c. impulsive d. addictive e. suicidal ANS: D PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 16-2 NAT: BUSPROG: Reflective Thinking STA: DISC: Customer TOP: A-head: Distinguish Consumer Misbehavior and Problem Behavior KEY: Bloom’s: Application 28. Which of the following best […]
Sales Chapter 6 Which The Following Effective Way Which
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 83. Which of the following is an effective way in which a salesperson can overcome the reluctance to call a […]
Chapter 16 Deontological evaluations focus on the consequences
Chapter 16: Consumer and Marketing Misbehavior TRUE/FALSE 1. Consumer misbehavior expedites the flow of consumption activities. ANS: F Consumer misbehavior disrupts the flow of consumption activities. PTS: 1 DIF: Difficulty: Easy OBJ: LO: 16-1 NAT: BUSPROG: Analytic STA: DISC: Customer […]
Chapter 15 Megs Complaint Decreases The Chances Her Spreading
e. Procedural switching cost ANS: E PTS: 1 DIF: Difficulty: Easy OBJ: LO: 15-3 NAT: BUSPROG: Analytic STA: DISC: Customer TOP: A-head: Switching Behavior KEY: Bloom’s: Knowledge 25. Alice has always used Nokia phones since the time she got herself […]
Sales Chapter 6 Which The Following Way That Companies
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 58. Which of the following statements about the use of the Internet as an effective lead generator is true? A. […]
Chapter 15 Which The Following Types Switching Costs
Chapter 15: Consumer Relationships TRUE/FALSE 1. Perceptions of justice are included within the equity cognitions. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 15-1 NAT: BUSPROG: Analytic STA: DISC: Customer TOP: A-head: Outcomes of Consumption KEY: Bloom’s: Knowledge 2. […]
Sales Chapter 6 Prospecting is the process of making a successful sale
Chapter 06 Prospecting Answer Key True / False Questions 1. FALSE Accessibility: Keyboard Navigation Difficulty: 1 Easy Learning Objective: 06-01 Why is prospecting important for effective selling? Prospecting is the process of making a successful sale to a customer. 2. […]
Chapter 14 She Explained That Consumers Could Only Purchase
d. introspective e. normative ANS: E PTS: 1 DIF: Difficulty: Challenging OBJ: LO: 14-4 NAT: BUSPROG: Reflective Thinking STA: DISC: Customer TOP: A-head: Theories of Postconsumption Reactions KEY: Bloom’s: Application 30. Holly wants to have an extravagant wedding on an […]
Sales Chapter 5 The standard memorized presentation is a completely
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 83. There are three types of sales presentations: standard memorized (canned), outlined, and customized. The standard memorized presentation is a […]
Chapter 14 When James’s Friend Bought Convertible From
Chapter 14: Consumption to Satisfaction TRUE/FALSE 1. Durable goods are goods that are consumed over extremely short periods of time. ANS: F Durable goods are goods that are consumed over long periods of time. PTS: 1 DIF: Difficulty: Easy OBJ: […]
Sales Chapter 5 Which The Following Best Describes Responsive
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 57. Which of the following best describes responsive people? A. They are disciplined about time. B. They tend to use […]
Chapter 13 HDMI Inputs And Eliminated One Which Did
b. cue c. beacon d. sensor e. code ANS: A PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 13-3 NAT: BUSPROG: Reflective Thinking STA: DISC: Product TOP: A-head: Product Categorization and Criteria Selection KEY: Bloom’s: Application 33. Wendy generally buys tuberoses […]
Sales Chapter 5 Effective salespeople adapt their selling strategies
Chapter 05 Adaptive Selling for Relationship Building Answer Key True / False Questions 1. TRUE Accessibility: Keyboard Navigation Difficulty: 1 Easy Learning Objective: 05-01 What is adaptive selling? Effective salespeople adapt their selling strategies and approaches to the selling situation. […]
Chapter 13 Josephs Attire Men’s Clothing Store Has
Chapter 13: Decision Making II: Alternative Evaluation and Choice TRUE/FALSE 1. Evaluative criteria are the attributes, features, or potential benefits that consumers consider when reviewing possible solutions to a problem. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 13-1 […]
Sales Chapter 4 When The Lips Are Too Close Together
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 81. The translation of thoughts into words is called encoding. What is encoding? Accessibility: Keyboard Navigation Difficulty: 1 Easy Learning […]
Chapter 12 When Dane was invited for dinner by his friend who
c. Habitual decision making d. Involved decision making e. Timed decision making ANS: C PTS: 1 DIF: Difficulty: Challenging OBJ: LO: 12-3 NAT: BUSPROG: Reflective Thinking STA: DISC: Customer TOP: A-head: Decision-Making Approaches KEY: Bloom’s: Application 31. When Dane was […]
Sales Chapter 4 When Reginald Calls His Favorite Customer
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 59. A. The thumbs-up gesture is acceptable in the Middle East. B. In Japan the OK sign made by holding […]
Chapter 12 When Anna Goes Shopping For Groceries
Chapter 12: Decision Making I: Need Recognition and Search TRUE/FALSE 1. The basic consumer behavior consumption process revolves around value-seeking activities that consumers perform as they go about satisfying needs. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 12-1 […]
Sales Chapter 4 Feedback in sales communication can be either verbal
Chapter 04 Using Communication Principles to Build Relationships Answer Key True / False Questions 1. TRUE Accessibility: Keyboard Navigation Difficulty: 1 Easy Learning Objective: 04-01 What are the basic elements in the communication process? Feedback in sales communication can be […]
Chapter 11 What Matters Most Them That Everyone The
a. Hedonic shopping value b. Absolute shopping value c. Epistemic shopping value d. Experiential shopping value e. Utilitarian shopping value ANS: E PTS: 1 DIF: Difficulty: Easy OBJ: LO: 11-3 NAT: BUSPROG: Analytic STA: DISC: Customer TOP: A-head: Place Shapes […]
Sales Chapter 3 Vincent Trying Analyze How Important His
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 80. Vincent is trying to analyze how important his suppliers are to his business. He wants to know which supplier […]
Chapter 11 F consumers Who Perceive Product Predominantly Blue Background
Chapter 11: Consumers in Situations TRUE/FALSE 1. Situational influences are enduring characteristics of neither a particular consumer nor a product or brand. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 11-1 NAT: BUSPROG: Analytic STA: DISC: Strategy TOP: A-head: […]
Sales Chapter 3 Using The Lifecycle Costing Approach Salespeople
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 58. Using the life-cycle costing approach, salespeople can demonstrate that: A. a product in the decline stage of its life […]
Chapter 10 Some Baby boomers Want Get Involved With Social
26. Carl turned 55-years old in 2012. He retired early from his job as he had enough savings for a good life. Carl belongs to the _____ group. a. greatest generation b. silent generation c. Generation X d. Millennials e. […]
Sales Chapter 3 Since Fewer Uniforms Will Needed The Sales
Chapter 03 Buying Behavior and the Buying Process Answer Key True / False Questions 1. TRUE Accessibility: Keyboard Navigation Difficulty: 1 Easy Learning Objective: 03-01 What are the different types of customers? Salespeople selling original equipment manufacturer (OEM) products need […]
Chapter 10 Knowledge 44 The Social Class Which Consumer Born
Chapter 10: Microcultures TRUE/FALSE 1. A microculture is defined as a group of people who share similar values and tastes that are subsumed within a larger culture. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 10-1 NAT: BUSPROG: Diversity […]
Sales Chapter 2 Kevin Purchased Lawn Mower The Blades
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 60. Kevin purchased a lawn mower. The blades were so dull that the mower could not cut the grass in […]
Chapter 09 Asian Countries The Firm Believes Marketing Strategy
OBJ: LO: 9-2 NAT: BUSPROG: Diversity STA: DISC: Customer TOP: A-head: Using Core Societal Values KEY: Bloom’s: Comprehension 27. Aaron is proud of the traits associated with his countrymen. They are generally perceived as adventurous with a pronounced inclination toward […]
Sales Chapter 2 What is ethical can vary from country to country
Chapter 02 Ethical and Legal Issues in Selling Answer Key True / False Questions 1. TRUE Accessibility: Keyboard Navigation Difficulty: 1 Easy Learning Objective: 02-05 Which laws apply to personal selling? What is ethical can vary from country to country […]
Chapter 09 Canzus Consumers Are More Likely Physically Close
Chapter 9: Consumer Culture TRUE/FALSE 1. An individual’s consumption activity helps determine how accepted he or she is by the other consumers in the society. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 9-1 NAT: BUSPROG: Analytic STA: DISC: […]
Sales Chapter 1 Missionary Salespeople Work For Retailers Are
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 58. _____ work for a manufacturer and promote the manufacturer’s products to other firms that buy the products from distributors […]
Chapter 08 They Gave Her A few Handbags Carry Around
a. Normative influence b. Informational influence c. Coercive influence d. Value-expressive influence e. Utilitarian influence ANS: B PTS: 1 DIF: Difficulty: Challenging OBJ: LO: 8-3 NAT: BUSPROG: Reflective Thinking STA: DISC: Customer TOP: A-head: Reference Group Influence KEY: Bloom’s: Application […]
Sales Chapter 1 Objective 0102 Why Should You Learn About
1-1 Chapter 01 Selling and Salespeople Answer Key True / False Questions 1. TRUE Accessibility: Keyboard Navigation Difficulty: 1 Easy Learning Objective: 01-01 What is selling? Personal selling is the craft of persuading people to buy what they do not […]
Chapter 08 A reference group is a group of individuals who have an impact
Chapter 8: Group and Interpersonal Influence TRUE/FALSE 1. A reference group is a group of individuals who have an impact on the consumer’s evaluations, aspirations, and behavior. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 8-1 NAT: BUSPROG: Analytic […]
Chapter 07 Sales people are trained to assess a potential consumer’s attitude
e. Social judgment theory ANS: A PTS: 1 DIF: Difficulty: Easy OBJ: LO: 7-4 NAT: BUSPROG: Analytic STA: DISC: Customer TOP: A-head: Consumer Attitude Models KEY: Bloom’s: Knowledge 30. _____ refers to the extent to which a company actively monitors […]
Chapter 07 Which The Following Expands Upon The
Chapter 7: Attitudes and Attitude Change TRUE/FALSE 1. Attitudes motivate people to behave in relatively consistent ways. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 7-1 NAT: BUSPROG: Analytic STA: DISC: Customer TOP: A-head: Attitudes and Attitude Components KEY: […]
Chapter 06 Which of the following is a characteristic of consumers with low
32. Which of the following is a characteristic of consumers with low need for cognition? a. They tend to be influenced by things like an endorser’s attractiveness and cues that are not central to a message. b. They tend to […]
Chapter 06 Personality helps explain why a particular behavior provides
Chapter 6: Personality, Lifestyles, and the Self-Concept TRUE/FALSE 1. Personality helps explain why a particular behavior provides great value to one consumer but none to another. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 6-1 NAT: BUSPROG: Analytic STA: […]
Chapter 05 She Buys Them immediately She Does Not Like
a. Outcomes appraisal b. Equity appraisal c. Anticipation appraisal d. Agency appraisal e. Introspective appraisal ANS: D PTS: 1 DIF: Difficulty: Easy OBJ: LO: 5-3 NAT: BUSPROG: Analytic STA: DISC: Customer TOP: A-head: Consumer Emotions and Value KEY: Bloom’s: Knowledge […]
Chapter 05 Ahead Emotion Meaning And Schema based Affect key Blooms
Chapter 5: Motivation and Emotion: Driving Consumer Behavior TRUE/FALSE 1. Consumer needs start the consumption process because they kick-start or “motivate” subsequent thoughts, feelings, and behavior. ANS: T PTS: 1 DIF: Difficulty: Easy OBJ: LO: 5-1 NAT: BUSPROG: Analytic STA: […]
Chapter 04 Jake Her Date Will Come Pick Her
c. It is considered to be preattentive. d. It uses semantic coding to store information. e. It uses the same distinctive mechanism for different sensory information. ANS: C PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 4-2 NAT: BUSPROG: Analytic STA: […]
Chapter 04 Consumers can realize value even without an ability
Chapter 4: Comprehension, Memory, and Cognitive Learning TRUE/FALSE 1. Consumers can realize value even without an ability to assign meaning to the things consumed. ANS: F Consumers can’t realize value without an ability to assign meaning to the things consumed. […]
Chapter 03 Mark always avoids high-end brands as he considers
34. Mark always avoids high-end brands as he considers them too expensive. However, in one of his shopping trips, he notices that a luxury cologne was being sold at a considerably reduced price. He buys two of these colognes even […]
Chapter 03 Perception refers to a change in behavior resulting
Chapter 3: Consumer Learning Starts Here: Perception TRUE/FALSE 1. Perception refers to a change in behavior resulting from the interaction between a person and a stimulus. ANS: F Learning refers to a change in behavior resulting from the interaction between […]
Chapter 02 Which of the following is true about the two basic types
b. utilitarian and hedonic c. personal and social d. primary and secondary e. temporal and stable ANS: B PTS: 1 DIF: Difficulty: Easy OBJ: LO: 2-2 NAT: BUSPROG: Analytic STA: DISC: Customer TOP: A-head: Value and Two Basic Types of […]
Chapter 02 The Consumer Behavior Framework (CBF) represents
Chapter 2: Value and the Consumer Behavior Value Framework TRUE/FALSE 1. The Consumer Behavior Framework (CBF) represents consumer behavior theory illustrating factors that shape consumption-related behaviors and ultimately determine the value associated with consumption. ANS: F The Consumer Value Framework […]
Chapter 01 The Data collected This Research Study Will Collated
ANS: B PTS: 1 DIF: Difficulty: Challenging OBJ: LO: 1-2 NAT: BUSPROG: Reflective Thinking STA: DISC: Customer TOP: A-head: The Ways in Which Consumers are Treated KEY: Bloom’s: Application 29. Which orientation refers to a way of doing business in […]