1 Customer vulnerability is manifested in the following ways except a Ignorancea lack of some vital knowledge, often product knowledge, needed to participate in a fair exchange Complacencylack of motivation to do anything meaningful Powerlessnessa lack of either competition within a marketplace or sufficient assets with which to be persuasive Naiveta lack of experience or the ability to conduct a transaction or negotiate terms of a fair deal 2 firms focus on making what could be sold, not selling what is made a customer centric b market oriented c product oriented d customer value 3 Universities are usually organized a by market b by supplier c by product d by geographical area 4 Which of the following is the definition of customer relationship management (CRM) a CRM refers to the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods and services to create exchanges that satisfy individual and organizational objectives b CRM refers to the dynamic interpersonal processes that stimulate the initiation, direction, intensity, and persistence of work related behaviors of salespeople toward attaining organizational goals and objectives c CRM refers to the emotional process of exercising psychological, social, and inspirational influence on individual salespeople and the sales force collectively toward the achievement of organizational objectives, goals, and values d CRM refers to the idea that developing closer relationships with customers is the best way to satisfy customers and achieve purchasing loyalty, and that loyal customers are more profitable than non loyal 5 The following are advantages of using surveys of buying intentions except a surveys can be expensive and time consuming in markets with a large number of customers who are not easily located b the actual product users determine the forecasts c forecasts are relatively fast and inexpensive when only a small number of customers are surveyed d research gives the sales forecaster a good prediction of customers buying intentions and some of the subjective reasoning behind their answers

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Question: 1. Customer vulnerability is manifested in the following ways except: a. Ignorancea lack of some vital knowledge, often product knowledge, needed to participate in a

1. Customer vulnerability is manifested in the following ways except:

		a. Ignorancea lack of some vital knowledge, often product knowledge, needed to participate in a fair exchange
		Complacencylack of motivation to do anything meaningful
		Powerlessnessa lack of either competition within a marketplace or sufficient assets with which to be persuasive
		Naiveta lack of experience or the ability to conduct a transaction or negotiate terms of a fair deal

2. ______ firms focus on making what could be sold, not selling what is made.

3. Universities are usually organized:

4. Which of the following is the definition of customer relationship management (CRM)?

	a.	CRM refers to the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods and services to create exchanges that satisfy individual and organizational objectives.
	b.	CRM refers to the dynamic interpersonal processes that stimulate the initiation, direction, intensity, and persistence of work-related behaviors of salespeople toward attaining organizational goals and objectives
	c.	CRM refers to the emotional process of exercising psychological, social, and inspirational influence on individual salespeople and the sales force collectively toward the achievement of organizational objectives, goals, and values
	d.	CRM refers to the idea that developing closer relationships with customers is the best way to satisfy customers and achieve purchasing loyalty, and that loyal customers are more profitable than non-loyal.

5. The following are advantages of using surveys of buying intentions except:

	a.	surveys can be expensive and time-consuming in markets with a large number of customers who are not easily located
	b.	the actual product users determine the forecasts
	c.	forecasts are relatively fast and inexpensive when only a small number of customers are surveyed
	d.	research gives the sales forecaster a good prediction of customers buying intentions and some of the subjective reasoning behind their answers

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