Which of the following tests flags the means that are statistically different from each other?
A. F-test
B. Follow-up test
C. Pre-hoc test
D. T-test
E. Chi-square test
Answer: B
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Why are direct channels of distribution common in business-to-business markets dealing with high-dollar, high-profit items?
What will be an ideal response?
Which of the following correctly represent the discussion sequence in a sales presentation?
A. Product discussion, presentation of marketing plan, explanation of business proposal, close. B. Approach, product discussion, marketing plan presentation, meeting objections, purchase suggestion. C. Product discussion, presentation of marketing plan, explanation of business proposal, purchase suggestion, trial close, close, follow up. D. Approach, product discussion, marketing plan presentation, explain business proposal, meeting objections, purchase suggestion. E. Attention, interest, desire, conviction, action.
Marketing planning is followed by the ________, which details how the plan will be carried out, outlining the day-to-day execution
A) operational plan B) time line C) SWOT analysis D) strategic plan E) marketing metric
Jared James is a top salesperson at a leading manufacturer of agricultural machinery parts. He is a classic directive: decisive, fact-oriented, direct, and focused on closing the deal
He understands the importance of style flexing, however, as not all buyers respond to the directive style. Jared has been thinking about how to approach a new client, Alex Doyle, who is a buyer for a huge combine manufacturer. Alex has a supportive style. What adjustments should Jared make in his usual mode of communicating? A) Jared should focus more on benefits and less on facts in his sales presentation to Alex. B) Jared should make an effort to develop rapport with Alex and plan for several conversations before he attempts to close the sale. C) Jared should take Alex out for dinner at a high-profile restaurant so they can develop a personal relationship before he begins to talk about the product. D) Jared should be sure he has the facts to back up any claims he makes to Alex, and consider sending Alex the research and quality-control reports before their first meeting so Alex can examine the documentation. E) Jared should hang back to let Alex guide the conversation during sales calls so that Alex doesn't feel overwhelmed by Jared's blunt presentation style.