Question $7($Mandatory$)(3$ points$)$

$\_\_\_\_\_\_\_\_\_\_\_$ stores are usually strong in customer services, including credit, merchandise return, delivery, and sales help.

Question $7$ options:

General

Limited$-$line

Department

Specialty

Luxury

Question $8($Mandatory$)(3$ points$)$

Supermarkets are

Question $8$ options:

stores offering "hard goods" at substantial price cuts to customers.

large, self$-$service stores with many departments that emphasize "soft goods" and staples but still follow the discount house's emphasis on lower margins to get faster turnover.

large stores specializing in groceries with self$-$service and wide assortments.

very large stores that try to carry not only food and drug items but all goods and services that the consumer purchases routinely.

a convenience$-$oriented variation of the conventional limited$-$line food stores.

Question $9($Mandatory$)(3$ points$)$

Supercenters are also known as

Question $9$ options:

hypermarkets.

mass$-$merchandisers.

discount houses.

supermarkets.

single$-$line mass merchandisers.

Question $10($Mandatory$)(3$ points$)$

Convenience $($food$)$ stores offer:

Question $10$ options:

wide assortments.

low prices.

more customer service than supermarkets.

a limited assortment of "fill$-$in$"$ items.

All of the above.

Question $11($Mandatory$)(3$ points$)$

Telephone and direct$-$mail retailers:

Question $11$ options:

have real trouble selling because they only target the really wealthy.

have real trouble reaching their target markets, since their customers are so dispersed geographically.

can do well with products that would be unprofitable for a local retailer to carry.

All of the above are true.

None of the above is true.

Question $12($Mandatory$)(3$ points$)$

A corporate chain is defined as

Question $12$ options:

a firm that owns and manages more than one store.

retailer$-$sponsored groups formed by independent retailers that run their own buying organizations and conduct joint promotion efforts.

wholesaler$-$sponsored groups that work with "independent" retailers.

franchisors who develop good marketing strategies, and who carry out the strategy in their own units.

a firm that owns a single$-$store but operates through multiple franchisors.

Question $13($Mandatory$)(3$ points$)$

Marketing managers should make specific strategy decisions about:

Question $13$ options:

how many and what kind of salespeople are needed.

how salespeople should be compensated and motivated.

what kind of sales presentation should be used.

how salespeople should be selected and trained.

All of the above.

Question $14($Mandatory$)(3$ points$)$

Salespeople are likely to be responsible for:

Question $14$ options:

providing market information to the firm.

providing technical support.

attaining sales goals.

maintaining customer relations.

Any of the above.

Question $15($Mandatory$)(3$ points$)$

Which of the following is NOT one of the basic sales tasks?

Question $15$ options:

Order$-$taking

Supporting

Sales$-$promoting

Order$-$getting

None of the above, i$.$e$.$ all are basic sales tasks

Question $16($Mandatory$)(3$ points$)$

Order getters

Question $16$ options:

are concerned with establishing relationships with new customers and developing new business.

sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers.

usually handle all adjustments or complaints.

routinely complete sales made regularly to target customers.

are usually responsible for answering any final questions and completing the sale.

Question $17($Mandatory$)(3$ points$)$

Paul Osborne is an agent for a major insurance company. He is responsible for building his own network of clients who purchase insurance policies and other financial services from him. He schedules appointments with prospective clients, makes sales presentations, and provides policy service after the sale. Paul is a$($n$)?$

Question $17$ options:

Order taker.

Order getter.

Supporting salesperson.

Sales technician.

Sales manager.

Question $18($Mandatory$)(3$ points$)$

Order takers are concerned with:

Question $18$ options:

establishing relationships with new customers and developing new business.

selling to regular customers, completing most sales transactions, and maintaining relationships with their established customers.

seeking possible buyers with a well$-$organized sales presentation designed to sell a good, service, or idea.

selling unsought and heterogeneous shopping products.

working with customers to resolve problems that arise with a purchase, usually after the purchase has been made.

Question $19($Mandatory$)(3$ points$)$

Andrea Mercer is tired of being a manufacturers' agent of accessories sold through merchant wholesalers. She is willing to accept a lower income for less travel and stress. She also wants to continue selling in the same industry so that her experience and business degree will not be wasted. Andrea should look for a job as a:

Question $19$ options:

producer's order getter.

wholesaler's order taker.

retail order