Concepts In Marketing, Sales, And Customer Contact - D077 Questions And Answers.
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Concepts In Marketing, Sales, And Customer Contact - D077 Questions And Answers.
A/B testing - correct answer. A marketing experiment where two variants of a campaign are tested to see which one is most effective
Accommodation - correct answer. Style of handling conflict focus...
Concepts In Marketing, Sales, And
Customer Contact - D077 Questions And
Answers.
A/B testing - correct answer. A marketing experiment where two variants of a
campaign are tested to see which one is most effective
Accommodation - correct answer. Style of handling conflict focused on empathy over
self-interest
Adaptive selling - correct answer. Using social styles to customize a sales approach to
the specific customer
Administered Vertical Marketing System - correct answer. Cooperation between levels
of a distribution channel where one member sets the terms due to its size and influence
Advertising - correct answer. Paid form of nonpersonal promotion
Amiable - correct answer. People with this social style want to know "why"
Analytical - correct answer. People with this social style want to know "how"
artificial intelligence - correct answer. Intelligent machines (computers) capable of
learning and interacting
Attitudes - correct answer. Positive, negative, or ambivalent evaluation of people,
objects, event, activities, ideas, or anything else in the environment
Attributes - correct answer. Characteristics that define a product and will influence the
customer's purchase decision
Avoidance - correct answer. Style of handling conflict with little empathy or self-
interest
B2B sales - correct 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 - correct answer. Fraudulent practice where an advertised product is
unavailable so a customer is guided to a more expensive one
Bargaining - correct answer. The fourth phase in the negotiation process, where the
parties seek an agreement
Bargaining power of buyers - correct answer. One of Porter's Five Forces—the power
of customers to drive down prices if supply exceeds demand
Bargaining power of suppliers - correct answer. One of Porter's Five Forces—the
power of suppliers when there are few alternative sources for the products' components
BCG Matrix - correct 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 - correct answer. Primary marketing research technique
involving formal or informal observation of customers and noncustomers
Boycott - correct answer. Voluntary and intentional refusal to buy products from a
certain person, company, or country for ethical or political reasons
Brand - correct 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 - correct answer. One of the drivers of customer equity, based on how
the customer assesses the value of the brand
brand loyalty - correct answer. The faithfulness of customer's to a particular company
and its products
Bundling - correct answer. Grouping related products together and pricing them as a
single product.
business cycle - correct answer. Expansions and contractions in the level of economic
activities (business fluctuations) around a long-term growth trend
business to business (B2B) - correct 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
business to consumer (B2C) - correct answer. Sales directly to the individuals who
consume a finished product
, business-to-business (B2B) - correct 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
business-to-consumer (B2C) - correct answer. Sales directly to the individuals who
consume a finished product for personal use
Buyers - correct answer. Individuals at an organization who are responsible for the
purchase contract, often a purchasing department
buying center - correct answer. Group of decision makers for a purchase by an
organization
Channel conflict - correct answer. When a company sells products directly to
consumers, in competition with the company's own channel partners
Closed-ended questions - correct answer. Questions where a researcher provides a
set of options from which to choose a response, also called structured questions
Closure - correct answer. The final phase of negotiation, where an agreement is
reached or the negotiation fails
cognitive dissonance - correct answer. Mental discomfort triggered by holding two or
more contradictory beliefs, ideas, or values
Collaboration - correct answer. Style of handling conflict with high concern for both
empathy and self-interest
Competition - correct answer. Style of handling conflict focused on self-interest over
empathy
Competitive pricing strategy - correct answer. Setting the price for a product or service
relative to competitors
Compromise - correct answer. Middle-ground style of handling conflict
Concentrated marketing - correct answer. Targeting strategy that focuses on a very
limited, specific segment(s) of the market, also called niche marketing
consultative selling - correct answer. Sales approach where the seller becomes a
trusted advisor to the customer and builds a relationship to truly understand her needs
Consumer - correct answer. The user of a purchased product or service
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