103.
A computer company salesperson invites the IT managers of itstop 10 customers (in terms of dollar sales) to view a demonstrationof the firm's new product line, so the salesperson can obtain theiropinions regarding various options and configurations that could beoffered. These IT managers are most likely to be the __________ oftheir organizations' buying centers.
users
reciprocity arrangers
gatekeepers
buyers
influencers
105
is/are responsible for establishing the organization's missionand objectives.
Other organizations
Suppliers
Senior management
Shareholders
Customers
Top of Form
107.
The __________ for the American Red Cross is "to prevent andalleviate human suffering in the face of emergencies by mobilizingthe power of volunteers and the generosity of donors."
mission statement
business definition
sustainability doctrine
core benefit proposition
customer value proposition
Bottom of Form
112.
Cassidy is part of the buying center for a large manufacturer.Her field of expertise is logistics and she is responsible forchoosing transportation providers for the company. A salesrepresentative for Yellow Roadway, a successful trucking firm,regularly buys Cassidy's secretary lunch. The representative doesthis because she views the secretary as __________ and wants to besure that information about her company reaches Cassidy.
a decider
a power broker
an influencer
an obstructionist
a gatekeeper
8.
If an organization's 2015 sales for the entire United Stateswere $50 million and its 2014 U.S. sales were $30 million, what isthe annual percentage sales change?
67
40
125
100
133
17.
Discovering consumer needs leads to
sales and manufacturing department outcomes.
purchases by customers.
supplier and distributor outcomes.
concepts for new products.
stakeholder rewards.
25.
Considering the classification of consumer products, which ofthe following products will have the most limited distribution?
Sony HDTV
Marchesa wedding gown
BP gasoline
Secret antiperspirant
Fuji disposable camera
103.
A computer company salesperson invites the IT managers of itstop 10 customers (in terms of dollar sales) to view a demonstrationof the firm's new product line, so the salesperson can obtain theiropinions regarding various options and configurations that could beoffered. These IT managers are most likely to be the __________ oftheir organizations' buying centers.
users
reciprocity arrangers
gatekeepers
buyers
influencers
105
is/are responsible for establishing the organization's missionand objectives.
Other organizations
Suppliers
Senior management
Shareholders
Customers
Top of Form
107.
The __________ for the American Red Cross is "to prevent andalleviate human suffering in the face of emergencies by mobilizingthe power of volunteers and the generosity of donors."
mission statement
business definition
sustainability doctrine
core benefit proposition
customer value proposition
Bottom of Form
112.
Cassidy is part of the buying center for a large manufacturer.Her field of expertise is logistics and she is responsible forchoosing transportation providers for the company. A salesrepresentative for Yellow Roadway, a successful trucking firm,regularly buys Cassidy's secretary lunch. The representative doesthis because she views the secretary as __________ and wants to besure that information about her company reaches Cassidy.
a decider
a power broker
an influencer
an obstructionist
a gatekeeper
8.
If an organization's 2015 sales for the entire United Stateswere $50 million and its 2014 U.S. sales were $30 million, what isthe annual percentage sales change?
67
40
125
100
133
17.
Discovering consumer needs leads to
sales and manufacturing department outcomes.
purchases by customers.
supplier and distributor outcomes.
concepts for new products.
stakeholder rewards.
25.
Considering the classification of consumer products, which ofthe following products will have the most limited distribution?
Sony HDTV
Marchesa wedding gown
BP gasoline
Secret antiperspirant
Fuji disposable camera
