Unit 3 Marketing

. How is a budget like a tree?

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

Six Thinking Hats is a creative-thinking technique that stimulates idea 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 is a source a business often consider when generating product ideas?

Customer complaints

Real market opportunity occurs during which situation?

Identified wants exist

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

Which is a social factor that often influences buying behavior?

Marital status

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

Refuse to pass on the information

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

Why would a business use its budget to estimate income?

To plan purchases

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 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

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

Spend their money

Which is a benefit of customer relationship management?

The opportunity to create targeted marketing campaigns

Market opportunity is often affected by which factor?

Timing

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

Engage in interrelated business transactions

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

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

More participants provide a variety of perspectives

What is a characteristic of organizational buying behavior?

Multiple buying influences

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

Organization of the message

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

Peer pressure

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

Selling customer lists without their consent to third parties

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

Technology

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

Unethical