Which of the following stages in selling focuses on retaining existing customers rather than attracting new ones?
A. following up
B. objection handling
C. closing the sale
D. trial closing
E. problem solving
Answer: A
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Which statement is true of the outcome of crowdsourcing when using social media in marketing?
A. The input of many people (rather than of a few experts) is leveraged to make decisions. B. The level of buzz created for a product rightly reflects the product's effectiveness. C. The criteria used for choosing the most suitable method of promoting a product is now an exact science. D. The factors that lead consumers to buy a product are beyond the tools of social media analytics to identify and quantify.
________ is determined by a customer's evaluation of the benefits and costs of a market offering relative to those of competing offers
A) Customer-perceived value B) Customer lifetime value C) Share of customer D) Customer-managed relationship E) Brand value proposition
A key distinction between a risk response and a contingency plan is
A. A risk response is action that is the response to a risk once it has happened and the contingency plan is created by the customer if the risk response fails. B. A risk response is created by the project team and the project manager while the project manager and the customer agree on the contingency plan. C. A risk response is only effective when you are able to assess the likelihood of the risk and its impact on the project; all other risks are covered by contingency planning. D. A risk response is part of the actual implementation plan and action is taken before the risk can materialize, while a contingency plan goes into effect only after the risk has transpired. E. A risk response is established only for moderate risks while contingency plans are established for major risks.
In Lightle v. Real Estate Commission, involving a real estate agent in a dispute over a house sale, the Alaska high court held that the claim of fraudulent misrepresentation against Lightle was justified because:
a. Lightle wanted to buy the house and so misled other buyers b. Lightle failed to tell the sellers that there were offers on the house c. Lightle made racist remarks about the potential buyers d. Lightle made a full disclosure that revealed facts that "might have affected the recipient's conduct in the transaction in hand." e. none of the other choices are correct