14 Aug Question 1.1.(TCO 1) _________ is typically designed to “Pull” merchandise throu

Question 1.1.(TCO 1) _________ is typically designed to “Pull” merchandise through the channel, whereas ________ is designed to answer customer questions and to persuade buyers to sign purchase orders.(Points : 5) Sales promotion, advertising Price, personal selling Advertising, sales promotion Personal selling, sales promotion Advertising, personal sellingQuestion 2.2.(TCO 1) Which of the following is a simple overview of different selling methods?(Points : 5) Stimulus response Mental states Need-satisfaction Problem solving All of the aboveQuestion 3.3.(TCO 1) The integration of communications technology in sales, is more commonly known as which of the following?(Points : 5) Integrated marketing communications Salesforce automation Intranet communication Extranet communication None of the aboveQuestion 4.4.(TCO 2) Compared to other promotional tools, the most important advantage(s) of personal selling is(are) which of the following?(Points : 5) Locating prospects Gaining customer commitment Creating customer value Both b and c All of the aboveQuestion 5.5.(TCO 2) The most important part of the salesperson’s job is which of the following?(Points : 5) Tracking accounts receivable The selling process Training new salespeople Being involved in the community Attending training sessionsQuestion 6.6.(TCO 2) Which step in the ISP involves determining if the prospect has these three things: need, ability, and authority?(Points : 5) Prospecting Pre-Approach Approach Presentation None of the aboveQuestion 7.7.(TCO 3) Which of the following are examples of commonly used organizational goals?(Points : 5) Dollar revenue Social responsibility Dollar profits Both a and c All of the aboveQuestion 8.8.(TCO 3) Focusing your product on a special part of the market is an example of which of the following?(Points : 5) Capital budgeting Segmenting Target marketing Centralization Penetration programmingQuestion 9.9.(TCO 3) Which of the following is most likely to be an economic buying influence?(Points : 5) An engineer A senior officer A purchasing agent A production supervisor A financial analystQuestion 10.10.(TCO 3) The first step in determining the minimum customer size on which the salesforce should call is to calculate which of the following?(Points : 5) Cost per sales call The growth potential of the customer Sales promotion budget needed Cost of product development Gather the customer’s past sales record

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