The process of _______ focuses on gaining an order as quickly as possible. In fact, advocates urge salespeople to structure the entire sales call as a prelude to closing or "asking for the order."
a. adaptive selling
b. transactional selling
c. consultative selling
d. enterprise selling
b
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________ are geographic concentrations of interconnected companies and institutions in a particular field, which constitute a critical mass
A) Districts B) Clusters C) Mill towns D) Creative cities
Which of the following is most likely to be associated with selling of trademarked goods through channels of distribution that are not authorized by the holder of the trademark?
A) a gray market B) a multiple-channel system C) a black market D) a hybrid system
Which statement accurately describes the relationship between media richness and communication success or failure?
a. A lean medium is likely to fail in a nonroutine situation because it has sufficient data and no excess cues to distract the reader. b. A lean medium is likely to fail in a nonroutine situation because it has too little data, and cues tend to downplay significance of the message. c. A rich medium is likely to fail in routine situations because data are lacking and excess cues cause confusion and distort meaning. d. A rich medium is likely to fail in a nonroutine situation because it has too much data and too many cues.
Which of the following is a feature of a preferred stock??
A. Preferred stockholders have priority over debt holders, with regard to earnings and assets of the firm.? B. ?Preferred stockholders can elect the members of the board of directors and also vote on corporate issues. C. ?The firm has no obligation, contractual or implied, to pay preferred stock dividends. D. ?Preferred stockholders have the right to receive shares of new stock issue in proportion to their current ownership holdings. E. ?Preferred stockholders have a higher priority claim to distributions made by the firm than common stockholders.