Most consumers realize that the quality of diamonds varies, and most believe the higher the price of a diamond, the higher its quality. This is an example of price influencing the perception of overall quality, and therefore ________ to consumers.
A. return on investment
B. acceptable cost
C. value
D. barter potential
E. perceptual investment
Answer: C
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Identify and briefly describe the five strategies to manage dysfunctional conflict.
Fill in the blank(s) with the appropriate word(s).
CRM technology can assist the firm and its salesforce in the prospecting process through all of the following ways, EXCEPT:
A. Eliminating any central storage area for each prospect's information B. Serving as a repository for varying information about potential leads C. Enabling scoring of prospects to help the salesperson prioritize her efforts D. Providing tools to segment the pool of potential customers E. Generating reports to better understand the movement of prospects through the sales process
Joseph senses that there is some conflict in his production team. What is the first step Joseph should take to effectively manage the conflict?
A. provide coaching on how to manage the conflict B. get rid of those who are responsible for the conflict C. diagnose the type of conflict (task or relationship) D. reorganize the team
When sending a negative message, managers should ______.
A. get right to the point B. use any available source of technology to get the message to the receiver C. use e-mail D. be sensitive to the receiver