Reference no: EM132298124
1. The Weather Channel would most likely use a system where supervisors would
1) behavioral systems
2) comparison systems
3) routine systems
4) trait systems
2. The Wi-series mobile phone with touch display has an ambient light sensor that automatically adjusts brightness to suit the ambient light in your surroundings. This is a battery-saving efficiency of the Wi-series touch phone. Which of the following does this describe?
a) Product benefit
b) Product advantage
c) Segmentation variable
d) Product feature
e) Market need
3. All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:
a) after making a strong selling point in the presentation.
b) after the presentation. after answering an objection.
c) immediately after closing the sale.
d) immediately before moving to close the sale.
4. A prospect internalizes the information presented by a salesperson and then makes a buying decision. Because we cannot see into the buyer's mind, this internalization process is referred to as a(n):
a) black hole.
b) suppressed representation.
c) mirage.
d) black box.
e) echo chamber.
5. After the dentist spent almost $600 to purchase the Apollo Whitening System to use with patients who want their teeth bleached, he learned that a more efficient system with fewer potential side effects was available for $400. From this information you know the dentist most likely experienced:
a) misinformation.
b) information overload.
c) purchase satisfaction.
d) a communication barrier.
e) purchase dissonance.
6. Which of the following would be the LEAST effective trial close question?
a) How does that sound to you?
b) Is this important to you?
c) Does that answer your concern?
d) What do you think?
e) Are you ready to order?
7. The statement "You won't have to stop at the gas station as frequently with our full-size truck," is an example of a(n):
a) product benefit.
b) segmentation variable.
c) product advantage.
d) product feature.
e) market trait.
8. The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs. A skillful salesperson may talk, listen, probe, make careful observations, and empathize—all in an effort to uncover the prospect's needs. This pertains to:
a) observing.
b) empathizing
c) converting.
d) coordinating.
e) combining.
9. Peer-reviewed journals are _______.what?
A) journals that publish anything submitted by peers of the editor
B) journals that publish the articles that the journal editor feels are relevant
C) journals reporting an author's opinions or positions on a topic
D) journals that publish articles that have undergone the peer-review process
10. There are two aspects of implementation for consultants one is a technical work using the expertise you have spent years developing. The second aspect of implementation is how to build support for the business or technical change you are planning? True False
11. Whenever management or consultants bet on definitions, inducements, measure, and standards they unintentionally reinforce the bureaucratic mindset that we are trying to reduce? True False