Which of the following is a lifestyle symptom associated with revenue-related fraud?
a. Too little cash is collected relative to reported revenues.
b. Weaknesses in the cutoff processes or other key accounting processes.
c. Untrue responses by management to queries about revenue-related accounts.
d. Executives' personal net worth tied up in company stock.
d
FEEDBACK: a. Incorrect. This is an analytical symptom.
b. Incorrect. This is an control symptom.
c. Incorrect. This is a verbal symptom.
d. Correct.
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In one-to-one marketing, what is the next step after a marketer has identified customers and knows them in as much detail as possible?
A) interact with the customers and find ways to improve cost efficiency B) make efficiency of interactions with customers the priority C) differentiate among these customers in terms of both their needs and their value to the company D) customize some aspects of the products or services offered to each customer E) implement a mass customization program
Craig is a classic emotive salesperson—friendly, interested in people, excited about the product he sells, and ready to sell to anyone who wants to buy
His sales manager cautions him to consider how he will approach the buyer for a major client, who is known to be blunt, humorless, and focused only on quality assurance reports and pricing. What aspect of Craig's normal approach should he consider altering the most? A) Craig should consider lowering the prices he offers to this buyer from the beginning in order to make the sale. B) Craig should consider presenting features instead of benefits, since the buyer will not respond to anything emotional. C) Craig should consider advanced information-gathering to discover what the buyer's hobbies and interests are to be able to discuss them at the first sales call. D) Craig should consider pulling back on the relationship-building moves, since the buyer is not interested in personal rapport. E) Craig should consider waiting longer to ask for the close than he usually does to give the buyer adequate time to think thoroughly through the decision.
Employers will often provide such perks as health insurance and paid vacation time that are designed to be attractive and useful to employees. Collectively these perks are known as
A. stock. B. piecework. C. human resources. D. employee benefits.
In the text's Toddler University (TU) example, TU's marketing plan included
A. a detailed description of the marketing mix to be offered. B. expected results of the plan. C. a description of the resources required to carry out the plan. D. control procedures. E. All these answers are correct.