Price is

$(2$pts$)$

Question $9-$ Price is

money paid in a transaction.

not important to buyers.

of limited interest to sellers.

the most inflexible marketing mix decision variable.

the value that is exchanged for products in a marketing transaction.

$10)$

When marketers emphasize price as an issue and match or beat the prices of other companies, they are using

$(2$pts$)$

Question $10-$ When marketers emphasize price as an issue and match or beat the prices of other companies, they are using

price competition.

nonprice competition.

comparative pricing strategies.

demand$-$based pricing.

supply$-$based pricing.

$11)$

Tara is beginning her week as a sales representative for Logitech Technology. She decides to start the day by developing a list of potential customers, which is called

$(2$pts$)$

Question $11-$ Tara is beginning her week as a sales representative for Logitech Technology. She decides to start the day by developing a list of potential customers, which is called

preapproaching.

surveying.

scouting.

prospecting.

screening.

$12)$

Tercile Products Company advertises a specific product heavily, and Carbone Products Company wants to offset the effects of that advertising. In this case, Carbone would most likely employ $\_\_\_\_$ advertising.

$(2$pts$)$

Question $12-$ Tercile Products Company advertises a specific product heavily, and Carbone Products Company wants to offset the effects of that advertising. In this case, Carbone would most likely employ $\_\_\_\_$ advertising.

competitive

pioneer

institutional

primary

native

$13)$

Francis has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Francis is most likely using $$

$(2$pts$)$

Question $13-$ Francis has learned that listening to customers, learning about their needs, and communicating with them over a prolonged period of time is key toward making large business sales. Francis is most likely using $$

$$team selling.

$$relationship selling.

$$customer lifetime value.

$$supportive selling.

$$customer knowledge management.

$14)$

Before contacting prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called

$(2$pts$)$

Question $14-$ Before contacting prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called

prospecting.

preapproach.

approaching the customer.

sales training.

sales planning.

$15)$

$$Lexus has designed its commercials to appeal to more affluent car drivers as its

$(2$pts$)$

Question $15-$Lexus has designed its commercials to appeal to more affluent car drivers as its

$$target audience.

$$advertising objective.

$$advertising platform.

$$media plan.

$$advertising message.

$16)$

The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

$(2$pts$)$

Question $16-$ The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

prospecting.

preapproach.

approach.

making the presentation.

overcoming objections.

$17)$

Advertisements for Suave shampoos emphasize that other shampoos may cost more but don't work any better than Suave. In this example, Suave is competing on the basis of

$(2$pts$)$

Question $17-$ Advertisements for Suave shampoos emphasize that other shampoos may cost more but don't work any better than Suave. In this example, Suave is competing on the basis of

product attributes.

product performance.

product price.

available selection.

product packaging.