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Cards In This Set
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Intergrated marketing communications focuses on coordinating video with radio advertising.
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T
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Normally, missionary salespeople and local distributor salespeople are intensively competitive with each other as each strives to take business away from the other
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F
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Six Sigma selling programs are desingned to reduce and eliminate errors in the selling system
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T
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As a field salesperson, Sheila schedules her sales calls, decides when she will do her paperwork, and, for the most part, controls her own time, and operates much like an independent entrepreneur.
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T
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European customers place more emphasis on the rapport developed with a salesperson whereas U.S. firms look more at the size and reputation of the salespersons company
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?
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For consumers, value equals selling costs minus the selling price and effort
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F
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Customer satisfaction occurs when the buyer's expectations are met and needs fulfilled.
|
T
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Relational partnerships are created explicitly for the purpose of uncovering and expoiting joint opportunities.
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F
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The typical goal for market exchange selling is to maximize lifetime customer relationships.
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F
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Boundary-spanning employees are only needed in the early stages of the development of the buyer-seller relationship
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F
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Legal principles guide market exchange relationships
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T
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Bribes typically have no negative consequences for the purchasing agent's firm--only for the purchasing agent as an individual.
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F
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It is easy to develop a reimbursement policy that prevents salespeople from cheating and yet allows them the flexibility to cover their territory and enertain customers.
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F
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Since making the sale is ultimately the only thing that is important, you should refrain from criticizing your competitors' products.
|
T
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Factual statements, such as "It is easy to repair," or "parts are readily available," may be construed as expressed warranties when the sale involves complex products being sold to unsophisticated buyers.
|
T
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