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Which of the following is an example of an emergency situation that business employees should know how to handle and report:

A Bomb threat. Emergency situations usually occur unexpectedly. Therefore, business employees should know how to handle and report them even if it is unlikely they will occur. An example of an emergency situation is a bomb threat. Although most businesses will never have a bomb threat, employees should know what to do to be prepared if it happens. Internal theft, check fraud, and stolen identity are not examples of emergency situations.

Channel members who complain that other members at the same level of the channel are trying to attract their customers and steal their sales are involved in __________ conflict.

A Horizontal. Horizontal conflict occurs among channel members that are at the same level of the channel. These businesses usually are distributors for the same major organization and are selling within an assigned territory. Conflict often occurs when one or more channel members attempt to cut prices and lure customers away from other channel members. One fast-food franchiser trying to take business away from other franchise members in the same city is an example of horizontal conflict. Vertical conflict occurs between different levels of the same channel. Conventional and internal are not types of channel conflict.

In sales ethics, when salespeople answer questions they don't really know the answers to, they are

A Simply guessing. In sales ethics, when salespeople answer questions they don't really know the answers to, they are simply guessing. Whether or not they are displaying arrogance or acting aloof is not within the main focus of sales ethics. Plainly deceiving a customer is a legal issue. Guessing may or may not be considered outright deception.

What do many individuals establish when planning for future financial needs?

B College fund. In many cases, paying for college is a future financial need for which many individuals and married couples plan. In order to make sure sufficient money will be available to pay for college, individuals often establish a college fund. This may be set up with a bank or an investment company. People often set aside a certain amount to invest on a monthly basis so the fund will have a certain value by the time it is needed to pay college expenses. A living will involves a person's wishes concerning medical issues. A work history is a list of jobs a person has had during his/her life. Emotional intelligence is the ability to recognize and manage emotions in ourselves and in others.

Which of the following is an example of coordinating promotional activities:

C A business advertises a product and mails free samples to consumers. Promotional activities are coordinated when two or more different types of activities, such as advertising and sales promotion, are combined in order to achieve a goal. Cooperative advertising occurs when advertising costs are shared by members of the distribution channel. Using the same theme for ads in different media, such as an endorsement by an athlete, and developing a display schedule, are examples that demonstrate only one type of promotional activity.

Statements about a present or desired strength are called

C Affirmations. Affirmations are positive statements about something you want to accept, incorporate, or develop. Roles are parts or positions that one plays in life in response to the various demands of society (e.g., student, parent). Images are mental pictures. Visualization is the practice of imagining yourself in possession of a present or desired strength.

Which of the following limits the usefulness of the Internet as an advertising tool:

C E-mail filter. An e-mail filter prevents messages with unfamiliar addresses from reaching an inbox. This means that an unsolicited advertisement is likely to never reach the intended recipient. Personalization has a positive impact on advertising because businesses can send e-mails with a recipient's name in the body of the message or direct targeted ads based on visitor behavior. Action and sound capabilities make Internet ads more memorable, much like television commercials. Linking allows a user to access an advertiser's web site, thereby increasing the likelihood of a purchase decision.

Many businesses that have a small sales staff and a limited advertising budget often consider it worthwhile to

C Participate in trade shows. When evaluating whether to participate in trade shows, businesses often take into consideration the size of their sales staff and the amount of their advertising budget. For businesses that have a small sales staff and a limited advertising budget, it is often worthwhile to participate in trade shows because this provides the opportunity to contact a large audience of potential customers. The trade show provides access to more contacts than the small sales staff can reach, and for less cost than extensive advertising. A business with a limited advertising budget probably would not develop television commercials or sponsor major sporting events because of the high cost associated with those activities. Buying space on billboards usually is not effective for businesses that sell to other businesses.

Which of the following is an example of aggressive behavior:

C Standing very close to others when talking. Aggressive behavior is characterized by a willingness to ignore the rights of others and to exploit them in order to achieve personal goals. It is sometimes described as "in-your-face" behavior because aggressive people tend to get "in the faces" of people to whom they are talking. Beginning a conversation with strangers, openly expressing negative thoughts, and refusing to do things you don't wish to do are examples of assertive behavior.

Company A requires Company B to carry certain products in order to obtain the product that Company B really wants. This is an example of an illegal activity called

D A tying agreement. A tying agreement is an illegal agreement requiring a customer to buy other products in order to obtain desired goods and services. Company A's goal is to increase sales by coercing Company B to carry and sell unwanted products. Intensive distribution and selective distribution are legal strategies for moving products. An open agreement may or may not be legal.

When writing a business report, Thomas might check his writing and style manual to determine the

D Appropriate way to cite his resources. To provide consistency throughout written documents, certain businesses or industries often follow a specific writing style, such as Associated Press (AP) or Chicago Manual. Because each style manual varies and often follows different standards, writers should check the appropriate style manual to ensure that s/he is formatting a resource citation correctly. A computersoftware manual, the computer-software "help" function, or a computer-software web site provides information about setting up tables in documents. A dictionary or glossary provides formal definitions of words. A thesaurus provides synonyms for words.

One way that a business might try to compensate for the limited number of qualified workers is to increase its use of

D Automation. Automation is the use of robots or other automatic equipment to do certain tasks. A business might make up for the shortage of qualified workers by relying more on the use of automated equipment or machinery. For example, the use of automatic telephone systems often eliminates the need for a business to hire experienced phone operators. Production is the process or activity of producing goods and services. Specialization is the process of making the best use of resources in the production of goods and services. Conservation is the preservation and protection of resources and usually refers to natural resources rather than human resources.

The ZRB Company promises to ship LST Inc. 200 units of product by a certain date, and LST Inc. promises to pay ZRB $25,000 for the product within 14 days of receipt. This is an example of a(n)

D Bilateral contract. A bilateral contract is a mutually beneficial agreement between two parties in which both parties promise to perform certain activities. In the example, one company makes a promise to ship a certain product by a certain date, and the other company promises to pay for the products within a certain amount of time. An executed agreement is an agreement or contract that has already occurred. Exempt contract and defensible agreement are fictitious terms.

As prices increase, the quantity supplied will generally

D Increase. As prices increase, the quantity supplied will generally increase. Rising prices have the opposite effect on producers than on consumers. Increased prices will cause producers to increase supply, while consumers will demand less. Although the quantity supplied might vary, the trend with supply will be to increase as prices increase.

Legal ownership of purchases does not pass to the purchaser until all payments have been made if the purchaser uses __________ credit.

D Installment. Installment credit is often used to make major purchases such as cars and trucks. The title of ownership will carry the purchaser's name, but the seller may hold the title or have a claim against it until all installment payments are complete. Regular and revolving credit purchases pass legal ownership to the buyer at the time of purchase. Trade credit is credit extended by one business to another business.

Businesses that fail to comply with a country's advertising regulations are often required to stop running the advertisement and

D Pay a monetary fine to the government. When businesses fail to comply with government advertising regulations, some countries penalize the businesses by requiring them to pay fines. For example, in the U.S., a government agency (FTC) can fine a business up to $11,000 per showing of an advertisement when the business ignores a cease-and-desist order. A comparative disclosure form is not a common term used to describe government regulatory policies. A cease-and-desist order is a demand to stop running an advertisement. A cease-and-desist order is issued by a governmental agency rather than a business. An endorsement is an approval by a reputable external source.

Which of the following types 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:

D Sales force automation technology. Many companies use sales force automation (SFA) technology to support, coordinate, and increase the productivity of their sales professionals. SFA technology, which is a type of customer relationship management software, can help to automate many aspects of the sales process, such as tracking leads, prospects, and customers. Other SFA technology features include contact management, sales forecasting, and sales report generation. Campaign management software is used by marketers to develop, execute, and track the effectiveness of promotional campaigns to targeted groups of potential or established customers. Businesses often use personalization technology to target certain products to certain customers based on the customers' purchase history. Matching engine technology works in a similar manner. Based on a particular customer's needs or preferences, matching engine technology determines the product offering that would best appeal to that customer.