Many marketing experts feel the advancement of the Internet and information technology has caused a shift in channel power:
A) from producers to wholesalers
B) away from manufacturers
C) from retailers to wholesalers
D) to consumers
D
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If there is a conflict between the express terms of the contract and the past course of dealing between the parties, the past course of dealing between the parties prevails.
Answer the following statement true (T) or false (F)
In the countries which score _________ on power distance, subordinates are more likely to disagree with their leaders and desire a ‘consultative style’ of management.
A) Low B) High C) In the middle D) None of the above
You may provide incentive for a prompt reply to your persuasive sales message by
A) offering a gift to the first 100 people who respond by the due date. B) using cautious, hesitant language to avoid discouraging your reader. C) giving information about new products added to your website. D) repeatedly sending the same message for a week.
Not knowing the roles of key players in the buying process could cause a sales representative to
A. respond to an RFP too quickly. B. misdirect his or her product. C. fail the vendor analysis. D. waste time and alienate people. E. bid too high a quantity.