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_______ is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call?

September 11, 2021May 31, 2019 by admin

_______ is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call?

A. Prospecting
B. Preapproach
C. Approach
D. Handling objections

Which of the following is foreign owned (even through it is traditionally thought of as a U.S company) ?

September 11, 2021May 31, 2019 by admin

Which of the following is foreign owned (even through it is traditionally thought of as a U.S company) ?

A. IBM
B. Xerox
C. Kodak
D. Universal Studios

The In suppliers are most likely to get nervous and feel pressure to put their best foot forward in which of the following types of buying situations ?

September 11, 2021May 31, 2019 by admin

The In suppliers are most likely to get nervous and feel pressure to put their best foot forward in which of the following types of buying situations ?

A. modified rebuy
B. new task buying
C. straight rebuy
D. indirect rebuy

If a firm were to bid to do a turnkey operation where they would choose a building site designing a cement factory to build the plant hire construction crews assemble materials and equipment to run the new factory and turn over the finished factory ready to operate to the owners the firm would be using which of the following ?

September 11, 2021May 31, 2019 by admin

If a firm were to bid to do a turnkey operation where they would choose a building site designing a cement factory to build the plant hire construction crews assemble materials and equipment to run the new factory and turn over the finished factory ready to operate to the owners the firm would be using which of the following ?

A. Core Process products selling
B. Design Products selling
C. Reciprocal spelling
D. Systems selling

A(n) _____ is a retail store that carries a narrow product line with a deep assortment within that line ?

September 11, 2021May 31, 2019 by admin

A(n) _____ is a retail store that carries a narrow product line with a deep assortment within that line ?

A. shopg goods store
B. convenience store
C. specialty store
D. department store

Consumer goods with unique characteristics or brand identification often requiring a special purchase effort are called?

September 11, 2021May 31, 2019 by admin

Consumer goods with unique characteristics or brand identification often requiring a special purchase effort are called?

A. custom products
B. specialty products
C. convenience products
D. shopg products

________ is the practice of adopting policies and developing strategies that both sustain the environment and produce profits for the company ?

September 11, 2021May 31, 2019 by admin

________ is the practice of adopting policies and develog strategies that both sustain the environment and produce profits for the company ?

A. Environmentalism
B. Environmental sustainability
C. Consumerism
D. Consumer accountability

When an importing country sets limits on the amount of goods it will accept in certain product categories it is called a(n) ?

September 11, 2021May 31, 2019 by admin

When an importing country sets limits on the amount of goods it will accept in certain product categories it is called a(n) ?

A. quota
B. barrier
C. tariff
D. embargo

The Wheeler-Lea Act gives the Federal Trade Commission the power to regulate ?

September 11, 2021May 31, 2019 by admin

The Wheeler-Lea Act gives the Federal Trade Commission the power to regulate ?

A. interstate commerce
B. marketing ethics
C. unfair and deceptive acts or practices
D. competitive advertising of objective product benefits

_______ beliefs values are open to some degree of change ?

September 11, 2021May 31, 2019 by admin

_______ beliefs values are open to some degree of change ?

A. Crucial
B. Core
C. Primary
D. Secondary