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Concepts in Marketing, Sales, and Customer Contact - D077 exam questions and answers
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Concepts in Marketing, Sales, and Customer Contact - D077 exam questions and answers
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Concepts inMarketing,
Sales, and
Customer
Contact - D077
exam questions
and answers
A/B testing - answer A marketing experiment
where two variants of a campaign are tested to see
which one is most effective
Accommodation - answer Style of handling conflict
focused on empathy over self-interest
,Adaptive selling - answer Using social styles to
customize a sales approach to the specific
customer
Administered Vertical Marketing System - answer
Cooperation between levels of a distribution
channel where one member sets the terms due to
its size and influence
Advertising - answer Paid form of nonpersonal
promotion
Amiable - answer People with this social style want
to know "why"
Analytical - answer People with this social style
want to know "how"
artificial intelligence - answer Intelligent machines
(computers) capable of learning and interacting
Attitudes - answer Positive, negative, or
ambivalent evaluation of people, objects, event,
activities, ideas, or anything else in the
environment
,Attributes - answer Characteristics that define a
product and will influence the customer's purchase
decision
Avoidance - answer Style of handling conflict with
little empathy or self-interest
B2B sales - answer Sales to another company that
consumes the product or services as part of
operating the business or uses the product in the
assembly of the final product it sells to consumers
Bait and switch - answer Fraudulent practice where
an advertised product is unavailable so a customer
is guided to a more expensive one
Bargaining - answer The fourth phase in the
negotiation process, where the parties seek an
agreement
Bargaining power of buyers - answer One of
Porter's Five Forces—the power of customers to
drive down prices if supply exceeds demand
Bargaining power of suppliers - answer One of
Porter's Five Forces—the power of suppliers when
, there are few alternative sources for the products'
components
BCG Matrix - answer Planning tool which uses a
quadrant to map the strategic position of a
business brand based on the brand's market share
and the market's growth potential
behavioral observation - answer Primary marketing
research technique involving formal or informal
observation of customers and noncustomers
Boycott - answer Voluntary and intentional refusal
to buy products from a certain person, company, or
country for ethical or political reasons
Brand - answer The unique identity and
associations of a company, often captured in a
design, sign, symbol, or words that identify a
product and differentiate it from competitors
brand equity - answer One of the drivers of
customer equity, based on how the customer
assesses the value of the brand
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