When individuals buy a computer program, they buy a license to ________
A) convert the program into open source software
B) modify the features of the program
C) use the program
D) sell the program
C
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________ salespeople control a sales interaction but often do not gain commitment because they prejudge the customer's needs and fail to probe for information.
A. Empathetic B. Aggressive C. Determined D. Assertive E. Confident
In the vertical structure of a firm, authority is the
A. influence a manager has over his or her subordinates' personal life. B. ability of managers to avoid accountability for their subordinates' actions. C. unconditional power of managers to discriminate against their subordinates based on race, ethnicity, or gender. D. legitimate right of a manager to make decisions and to tell other people what to do. E. power of subordinates to reject the work responsibility delegated to them without any reason.
Consider the example of a respondent who indicates an extremely favorable attitude toward spectator sports on all of the positively worded statements in a survey and an extremely negative attitude on statements that were reversed
Decisions whether such respondents should be discarded, that is, not included in the analysis, can raise ethical concerns. A good rule of thumb is to make such decisions during the data-preparation phase before conducting the analysis. Indicate whether the statement is true or false
Reducing the price by unbundling some items is an effective technique a salesperson can use with a buyer who uses which of the following tactics?
A) budget limitation tactic B) take-it-or-leave-it tactic C) let-us-split-the-difference tactic D) "if...then" tactic E) "sell low now, make profits later" tactic