Terrence sells office equipment and is asked by a prospect, "How does your product compare to the one I'm currently using?" To prepare for this question, Terrence should have:
A. talked to former employees of his competitors.
B. planned a trial close.
C. checked his firm's code of ethics.
D. examined the competition's ads.
E. practiced question-avoidance techniques.
Answer: D
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One of the basic elements of sociologist Everett Roger's Diffusion theory is the concept of an "adoption process." The first step in this adoption process is:
A) interest. B) evaluation. C) trial. D) adoption. E) awareness.
The message refers to which of the following?
A) the receiver's response to the sender B) the context of the communication C) the medium that carries the information D) ideas, thoughts, feelings being communicated
Which of the following is not a potential fraud indicator in the acquisition cycle?
a. Expenses that are significantly above or below industry norms. b. Expense accounts that have significant debit entries. c. Unexpected increases in gross margin. d. Capital assets that seem to be growing faster than the business.
Which of the following is true with regard to a market segment?
A) A market segment consists of consumers with dissimilar needs and preferences. B) A market segment consists of consumers who respond in a similar way to a given set of marketing efforts. C) Very few markets have segments. D) Dividing the market into segments decreases the efficiency of the selling process. E) Dividing the market into segments reduces composite demand.