3.00 Review Questions

How is a budget like a tree?

A budget is divided into categories and subcategories similar to tree branches.

What is an important aspect of a customer-centric business?

Aligning business activities with customer needs

Which is an example of product bundling?

Business selling computer, printer, and scanner as a unit

Six Thinking Hats is a creative-thinking technique that stimulates ideal generation through which activity?

Categorizing information

Sales training should be an ongoing process. Which information would most likely be released on a RSS feed in electronic sales training?

Comparison with the products of competitors

Which often influences the buying behavior of consumers in different parts of the world?

Culture

Which is an example of a manager being unethical when communicating with employees?

Deliberately providing insufficient information

Which is an example of a purchase experience touchpoint?

Direct sales

In organizational buying, reciprocity refers to the practice in which activities?

Engage in interrelated business transactions

By regularly reviewing its budget, a business is able to determine if it is performing which activity?

Following their financial plans

What are the main components of a budget?

Income and expense

Why is it often considered unethical to gossip?

Information may be false

Which is confidential information that would be unethical for an employee to provide to others without permission from the business?

List of employees who will be promoted

What is a negative effect of workplace gossip?

Lower productivity

A characteristic of product bundling is that the price of the bundle usually cause which situation?

Lower than the combined price of the products sold separately

Which is a social factor that often influences buying behavior?

Marital status

Which is a situation for a business to plan its budget carefully?

Money is limited.

To generate innovative product ideas, a business often performs which activity?

Monitors trends

One of the major differences between the decisions made in organizational buying and the decisions made in consumer buying is that organizational buying decisions consist of which activity?

More frequently made by groups

After writing a persuasive message for her prospective customers, what should Beth do next?

Organization of the message

When positioning a corporate brand, what is a marketer trying to determine by comparing the attributes of its products to those of competitors?

Points of difference

What should an employee do if a coworker is spreading malicious gossip about another worker?

Refuse to pass on the information

Which is a type of a persuasive message?

Requests for ideas

Which employee is a good source for obtaining new product ideas because he or she is in contact with customers on an ongoing basis?

Sales representative

Which situation is an unethical action associated with customer relationship management?

Selling customer lists without their consent to third parties

A business uses its budget to estimate how it will perform which activity?

Spend their money

Many people make the mistake of thinking that customer relationship management refers solely to which factor or factors?

Technology

Which is a benefit of customer relationship management?

The opportunity to create targeted marketing campaigns

A primary reason for a business to bundle its products is for which activity?

To encourage long-term use

Why would a business use its budget to estimate income?

To plan purchases

When you can identify a customer's want then a real market opportunity occurs ccurs during which situation?

True

A business that obtains private information about a customer's financial status and makes it public is behaving in which manner?

Unethical

An important aspect of using technology in customer relationship management involves which activity?

Updating customer information in the computer database

A company should consider the needs and wants of the target market during which situation?

When it positions its corporate brand

Which is a primary factor that a business would consider when positioning its corporate brand?

Which is a primary factor that a business would consider when positioning its corporate brand?

Sandy and members of her team took turns randomly sketching and doodling on a piece of paper. Now, they are studying the doodles, trying to identify the shapes, and determining how the shapes can be related to a particular product opportunity. Sandy and her team are using which creative-thinking technique?

Braindrawing

Which is a source a business often consider when generating product ideas?

Customer complaints

Which factor has contributed to the increased use of electronic sales presentations vs. face-to-face sales presentations?

Meeting software and improved Internet access speeds

What is the advantage to a business of having its employees generate product ideas as a group?

More participants provide a variety of perspectives.

Target markets are important factors to consider when a business is performing which activity?

Positioning their corporate brands

Market opportunity is often affected by which factor?

Timing

One action that an ethical business can take to help build the long-term trust and loyalty of its customers is to perform which activity?

Implement a comprehensive customer privacy policy.

What is a characteristic of organizational buying behavior?

Multiple buying influences

Which has more effect on the types of services that consumers buy than on the types of services that organizations buy?

Peer pressure

Which type of customer relationship management software would be most appropriate for a company that is looking for a more efficient way to track leads, prospects, and customers?

Sales force automation technology