Companies using direct distribution for consumer products rely on low gross margins to generate the revenue necessary to compensate salespeople
Indicate whether the statement is true or false
FALSE
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For price discrimination to work ________
A) the market must be segmentable and the segments must show similar intensities of demand B) members in the lower-price segment must be able to resell the product to the higher-price segment C) competitors must be able to undersell the firm in the higher-price segment D) the practice must not breed customer resentment and ill will E) the extra revenue derived from price discrimination must not exceed the cost of segmenting and policing the market
Which of the following statements is FALSE?
a. Liability understatements are easier to detect than other types of financial statement fraud. b. Analytical symptoms related to accounts payable understatements usually relate to reported balances that appear too low. c. A seasoned fraud examiner will look for unusual liability account changes to detect fraud. d. Companies in trouble have a strong motivation to understate liabilities.
Which of the following is an example of the exchange marketing function?
A) Rachel collects customer data in order to identify the most profitable customer relationships. B) Ziv arranges financing terms for his company's business customers. C) Kelly supervises the processing and packaging of products before they leave her company's factory. D) Gus sets the price points for various items in his company's product line. E) Allison delivers her company's products to its customers.
In this type of close, the salesperson behaves as if the prospect wants to buy the product.
A. Minor-points B. Technology C. Summary-of-benefits D. Compliment E. Assumptive