Reference no: EM132154832

1. Salespeople must use new technologies effectively in order to

A) Analyze their company's products or services in relation to the competition.

B) Provide better communication to customers.

C) Handle their administrative chores more efficiently.

D) Improve all aspects of customer service, including delivery of products or non-material services.

E) Do all of the above.

2. The three P's of positioning are

A) Product, price, and promotion.

B) Pay, promotion, and promises.

C) Placement, permanence, and price.

D) Payment, placement, and promotions.

E) Position, placement, and promotion.

3. John Stewart's sales of a popular line of 4-D TVs have lagged lately because all of his competitors appear to offer similar products at slightly lower prices. John's problem is one of

A) Technological obsolescence.

B) Inferior product positioning.

C) Inadequate customer relationship management.

D) Lack of motivation.

E) The absence of sales.

4. Numerous definitions have been given for motivation. Which of the following is not one of these definitions?

A) Motivation is the willingness to sustain effort until the task is completed.

B) Motivation is the incentive to expend an amount of effort in accomplishing the task.

C) Motivation is the wish to get things done.

D) Motivation is the reason for taking action.

E) Motivation is the impetus to begin a task.

5. In developing a differential competitive advantage, community image, size, and financial soundness are all issues associated with

A) Product superiority.

B) Service superiority.

C) Practice superiority.

D) Source superiority.

E) People superiority.

6. Which one of the following is an advantage of attitude motivation?

A) Attitude motivation is positive yet cannot last.

B) Attitude motivation is internal but temporary.

C) Attitude motivation calls for extra effort.

D) Attitude motivation is internal and permanent.

E) Attitude motivation is external and permanent.