Different individuals have different reasons for wanting to buy. Therefore, the salesperson must:

Different individuals have different reasons for wanting to buy. Therefore, the salesperson must: a) make sure his sales presentation appeals to...

Which of the following is an example of a product feature:

Which of the following is an example of a product feature: a) "This automatic lawn sprinkling system will save you three hours a week." b) "More...

A product benefit is defined as:

A product benefit is defined as: a) A performance characteristic of a product b) a favorable result the buyer receives from use of the product c)...

Benefit selling is often referred to as:

Benefit selling is often referred to as: a) perception-based selling b) need/want identification c) stimulus-response selling d) FAB selling Answer:...

A salesperson can uncover important buying needs by:

A salesperson can uncover important buying needs by: a) observing the prospect b) asking the prospect questions c) asking others questions about...

In _______ selling, the salesperson relates a product's benefit to the customers' needs using the product's features and advantages to support the claims made.

In _______ selling, the salesperson relates a product's benefit to the customers' needs using the product's features and advantages to support the claims...

Mustang car. Wants are defined as needs learned by the person. Which situation would be considered a want (as opposed to a need)?

Mustang car. Wants are defined as needs learned by the person. Which situation would be considered a want (as opposed to a need)? a) Theo needs/wants...

A product feature is defined as:

A product feature is defined as: a) a characteristic of the product that is not special enough to be called a benefit b) a performance characteristic...

All of the following are examples of psychological reasons for buying a product except:

All of the following are examples of psychological reasons for buying a product except: a) self preservation b) desire for gain c) fear d) need...

Salespeople find it easiest to sell to people who are at the _________ need awareness level.

Salespeople find it easiest to sell to people who are at the _________ need awareness level. a) subconscious b) preconscious c) unconscious d) reconscious e)...

The ____________ model of buyer behavior assumes a prospect will respond to the sales presentation in same predictable manner.

The ____________ model of buyer behavior assumes a prospect will respond to the sales presentation in same predictable manner. a) FAB b) Maslow need...

Chasmine has just walked into her local Serta mattress outlet and told the salesperson, "I'd like to buy a new mattress, and I want a pillow-top mattress with individually wrapped coils and a 5 year warranty. What can you show me?" At what level of need awareness is Chasmine?

Chasmine has just walked into her local Serta mattress outlet and told the salesperson, "I'd like to buy a new mattress, and I want a pillow-top mattress...

_______ is defined as the acquiring knowledge or behavior based on past experience.

_______ is defined as the acquiring knowledge or behavior based on past experience. a) Belief establishment b) Self-awareness modification c) Learning d)...

At the _____ level of need awareness, the consumer may not be sure why he or she wants to buy a product, but will go ahead with the purchase anyway.

At the _____ level of need awareness, the consumer may not be sure why he or she wants to buy a product, but will go ahead with the purchase anyway. a)...

The statement "The new Kenmore vacuum saves time, work, and money," is an example of a(n):

The statement "The new Kenmore vacuum saves time, work, and money," is an example of a(n): a) segmentation variable b) benefit c) market trait d)...

When the salesperson discusses a product's _______, he is answering the question, "What is it?"

When the salesperson discusses a product's _______, he is answering the question, "What is it?" a) achievements b) advantages c) features d) benefits e)...

To foster a climate that encourages ethical behavior by the salesforce, management can:

To foster a climate that encourages ethical behavior by the salesforce, management can: a) discipline wrongdoers b) be sure that members of top...

In the early 80s, court decisions and legislative rulings limited the power of the employer to terminate-at-will. Under the new limited power, _______ would be an acceptable reason to terminate a salesperson.

In the early 80s, court decisions and legislative rulings limited the power of the employer to terminate-at-will. Under the new limited power, _______...

To demonstrate social responsibility, an organization can:

To demonstrate social responsibility, an organization can: a) take public stands on social issues b) monitor the social environment c) strive to...

To minimize a company's exposure to costly misrepresentation and breach of warranty lawsuits, salespeople must:

To minimize a company's exposure to costly misrepresentation and breach of warranty lawsuits, salespeople must: a) never negotiate b) never sell...

A _______ code of ethics generally outlines the procedures to be sued in specific ethical situations-- such as how to handle a key customer that suggests the sale might be made sooner if he or she were to receive a kickback.

A _______ code of ethics generally outlines the procedures to be sued in specific ethical situations-- such as how to handle a key customer that suggests...

An organization had four main areas of responsibility to the various groups who have an interest in its activities. Which of the following is NOT one of those areas of responsibility?

An organization had four main areas of responsibility to the various groups who have an interest in its activities. Which of the following is NOT one...

Under some circumstances, a supplier may be in violation of the Robinson-Patman Act if it is engaged in __________ and gives some customers promotional allowances and support while not making other customers aware of the existence of these opportunities.

Under some circumstances, a supplier may be in violation of the Robinson-Patman Act if it is engaged in __________ and gives some customers promotional...

An organization receives the benefit of __________ when it takes proactive measures to ensure that employees are not discriminate against.

An organization receives the benefit of __________ when it takes proactive measures to ensure that employees are not discriminate against. a) attracting...

Which of the following would be an example of a salesperson who is moonlighting unethically?

Which of the following would be an example of a salesperson who is moonlighting unethically? a) a pharmaceutical salesperson who sales antiques...

_______ are stakeholders in a meat processing plant.

_______ are stakeholders in a meat processing plant. a) customers b) employees c) owners d) local, state, and federal governments e) all of the above Answer:...

A code of ethics that _______ would be classified as a principle-based statement.

A code of ethics that _______ would be classified as a principle-based statement. a) told ho to handle proprietary information b) affirmed equal...

A key account is a(n):

A key account is a(n): a) account that the salesperson asks the manager to remove from his/her territory, usually because of its low volume b)...

According to the text, a(n) ___________ refers to something that provides the correct action to take in any situation and never gets tailored to fit a situation.

According to the text, a(n) ___________ refers to something that provides the correct action to take in any situation and never gets tailored to fit...

If a manufacturer requires that its wholesalers and retailers buy merchandise only from it, the contract is a(n) ___________ contract, and if the contract tends to lessen competition, it is prohibited under the Clayton Act.

If a manufacturer requires that its wholesalers and retailers buy merchandise only from it, the contract is a(n) ___________ contract, and if the contract...

A(n) _______ is a formal statement of a company's values concerning ethics and social issues.

A(n) _______ is a formal statement of a company's values concerning ethics and social issues. a) code of ethics b) law of fairness c) social covenant d)...

Which element of the marketing mix is being discussed when the salesperson participates in a trade show?

Which element of the marketing mix is being discussed when the salesperson participates in a trade show? a) pricing b) distribution c) direct sales d)...

Which of the following statements about selling is true?

Which of the following statements about selling is true? a) You are not involved in sales when you go to an interview with a potential employer. b)...

Salespeople receive both __________ rewards from their job:

Salespeople receive both __________ rewards from their job: a) financial and non financial b) psychological and intrinsic c) pay and benefits d)...

______ rewards are generated by the individual, not given by the company.

______ rewards are generated by the individual, not given by the company. a) Financial b) Extrinsic c) Quantitative d) Psychological e) Physiological Answer:...

________ is defined as the personal communication of information to persuade a prospective customer to buy something that satisfies his or her needs.

________ is defined as the personal communication of information to persuade a prospective customer to buy something that satisfies his or her needs. a)...

_____ is the most important characteristic needed to be a successful salesperson.

_____ is the most important characteristic needed to be a successful salesperson. a) the love of selling b) believe that your customer is always...

In a large firm like Apple, a salesperson's career path usually begins at the level of:

In a large firm like Apple, a salesperson's career path usually begins at the level of: a) salesperson b) sales representative c) key account salesperson d)...

Order-takers:

Order-takers: a) use creative sales strategies b) have an infinitely more difficult selling situation than order-getters c) usually earn much more...

In addition to performance, the salary earned by a sales manager is usually related to:

In addition to performance, the salary earned by a sales manager is usually related to: a) the annual sales volume of the industry the firm is in b)...

Salespeople who are order-___________ obtain new and repeat business using a creative sales strategy and a well-executed sales presentation.

Salespeople who are order-___________ obtain new and repeat business using a creative sales strategy and a well-executed sales presentation. a)...

According to the ______, the salespeople should unselfishly treat others as they would like to be treated.

According to the ______, the salespeople should unselfishly treat others as they would like to be treated. a) Pareto Principle of Selling b) Principle...

The three categories of skills needed by the successful salesperson can be summarized as:

The three categories of skills needed by the successful salesperson can be summarized as: a) order-getting, order-taking, and service-providing...

Relationship selling:

Relationship selling: a) creates social responsibility b) eliminates cognitive dissonance c) is another term for reciprocal selling arrangements d)...

The functions of a salesperson in his or her role as manager of a territory include:

The functions of a salesperson in his or her role as manager of a territory include: a) providing solutions to customer's problems b) providing service...

All of the following are reasons why a person may choose a career in sales EXCEPT:

All of the following are reasons why a person may choose a career in sales EXCEPT: a) the rewards offered by a career in sales b) the challenge...

The person behind the counter at McDonald's who enters your order, takes your money, and hands you your food would be classified as a(n):

The person behind the counter at McDonald's who enters your order, takes your money, and hands you your food would be classified as a(n): a) retail...

Selling occurs:

Selling occurs: a) when you go to interview with a potential employer b) when lawyers try to convince clients to sue c) when you ask someone to...

Locating buyers is a part of which part of the selling process:

Locating buyers is a part of which part of the selling process: a) preapproach b) trial close c) meeting objections d) follow-up and service e) prospecting Answer:...

A person may choose a sales career because he or she desires:

A person may choose a sales career because he or she desires: a) a job that is unchaging and requires mastery of a minimal number of skills b) the...

Which of the following is an example of a non financial reward a salesperson could receive?

Which of the following is an example of a non financial reward a salesperson could receive? a) the knowledge that your job is important b) intrinsic...

You are working on a team that is designing a new drug. In order for this drug to work, it must enter the cytoplasm of specific target cells. Which of the following would be a factor that determines whether the molecule selectively enters the target cells?

You are working on a team that is designing a new drug. In order for this drug to work, it must enter the cytoplasm of specific target cells. Which...

A patient has had a serious accident and lost a lot of blood. In an attempt to replenish body fluids, distilled water–equal to the volume of blood lost–is transferred directly into one of his veins. What will be the most probable result of this transfusion?

A patient has had a serious accident and lost a lot of blood. In an attempt to replenish body fluids, distilled water–equal to the volume of blood lost–is...

In the small airways of the lung, a thin layer of liquid is needed between the epithelial cells and the mucus layer in order for cilia to beat and move the mucus and trapped particles out of the lung. One hypothesis is that the volume of this airway surface liquid is regulated osmotically by transport of sodium and chloride ions across the epithelial cell membrane. How would the lack of a functional chloride channel in cystic fibrosis patients affect sodium ion transport and the volume of the airway surface liquid?

In the small airways of the lung, a thin layer of liquid is needed between the epithelial cells and the mucus layer in order for cilia to beat and move...

If the sodium ion concentration outside the cell increases, and the CFTR channel is open, in what direction will chloride ions and water move across the cell membrane?

If the sodium ion concentration outside the cell increases, and the CFTR channel is open, in what direction will chloride ions and water move across...

Cystic fibrosis is a genetic disease in humans in which the CFTR protein, which functions as a chloride ion channel, is missing or nonfunctional in cell membranes. The CFTR protein belongs to what category of membrane proteins?

Cystic fibrosis is a genetic disease in humans in which the CFTR protein, which functions as a chloride ion channel, is missing or nonfunctional in...

A bacterium engulfed by a white blood cell through phagocytosis will be digested by enzymes contained in

A bacterium engulfed by a white blood cell through phagocytosis will be digested by enzymes contained in  A) peroxisomes. B) lysosomes. C)...

In receptor-mediated endocytosis, receptor molecules initially project to the outside of the cell. Where do they end up after endocytosis?

In receptor-mediated endocytosis, receptor molecules initially project to the outside of the cell. Where do they end up after endocytosis?  A)...

The difference between pinocytosis and receptor-mediated endocytosis is that

The difference between pinocytosis and receptor-mediated endocytosis is that  A) pinocytosis brings only water molecules into the cell, but...

Familial hypercholesterolemia is characterized by which of the following?

Familial hypercholesterolemia is characterized by which of the following?  A) defective LDL receptors on the cell membranes B) poor attachment...

White blood cells engulf bacteria through what process?

White blood cells engulf bacteria through what process?  A) exocytosis B) phagocytosis C) pinocytosis D) osmosis E) receptor-mediated exocytosis Answer:...

An organism with a cell wall would most likely be unable to take in materials through

An organism with a cell wall would most likely be unable to take in materials through  A) diffusion. B) osmosis. C) active transport. D) phagocytosis. E)...

Several epidemic microbial diseases of earlier centuries incurred high death rates because they resulted in severe dehydration due to vomiting and diarrhea. Today they are usually not fatal because we have developed which of the following?

Several epidemic microbial diseases of earlier centuries incurred high death rates because they resulted in severe dehydration due to vomiting and diarrhea....

Proton pumps are used in various ways by members of every domain of organisms: Bacteria, Archaea, and Eukarya. What does this most probably mean?

Proton pumps are used in various ways by members of every domain of organisms: Bacteria, Archaea, and Eukarya. What does this most probably mean?  A)...

The sodium-potassium pump in animal cells requires cytoplasmic ATP to pump ions across the plasma membrane. When the proteins of the pump are first synthesized in the rough ER, what side of the ER membrane will the ATP binding site be on?

The sodium-potassium pump in animal cells requires cytoplasmic ATP to pump ions across the plasma membrane. When the proteins of the pump are first...

Which of the following would increase the electrochemical potential across a membrane?

Which of the following would increase the electrochemical potential across a membrane?  A) a chloride channel B) a sucrose-proton cotransporter C)...

Ions diffuse across membranes through specific ion channels

Ions diffuse across membranes through specific ion channels  A) down their chemical gradients. B) down their concentration gradients. C)...

The movement of potassium into an animal cell requires

The movement of potassium into an animal cell requires  A) low cellular concentrations of sodium. B) high cellular concentrations of potassium. C)...

Which of the following is most likely true of a protein that cotransports glucose and sodium ions into the intestinal cells of an animal?

Which of the following is most likely true of a protein that cotransports glucose and sodium ions into the intestinal cells of an animal?  A)...

The sodium-potassium pump is called an electrogenic pump because it

The sodium-potassium pump is called an electrogenic pump because it  A) pumps equal quantities of Na? and K? across the membrane. B) pumps...

In most cells, there are electrochemical gradients of many ions across the plasma membrane even though there are usually only one or two electrogenic pumps present in the membrane. The gradients of the other ions are most likely accounted for by

In most cells, there are electrochemical gradients of many ions across the plasma membrane even though there are usually only one or two electrogenic...

What is the voltage across a membrane called?

What is the voltage across a membrane called?  A) water potential B) chemical gradient C) membrane potential D) osmotic potential E) electrochemical...

Glucose diffuses slowly through artificial phospholipid bilayers. The cells lining the small intestine, however, rapidly move large quantities of glucose from the glucose-rich food into their glucose-poor cytoplasm. Using this information, which transport mechanism is most probably functioning in the intestinal cells?

Glucose diffuses slowly through artificial phospholipid bilayers. The cells lining the small intestine, however, rapidly move large quantities of glucose...

The phosphate transport system in bacteria imports phosphate into the cell even when the concentration of phosphate outside the cell is much lower than the cytoplasmic phosphate concentration. Phosphate import depends on a pH gradient across the membrane–more acidic outside the cell than inside the cell. Phosphate transport is an example of

The phosphate transport system in bacteria imports phosphate into the cell even when the concentration of phosphate outside the cell is much lower than...

Which of the following membrane activities require energy from ATP hydrolysis?

Which of the following membrane activities require energy from ATP hydrolysis?  A) facilitated diffusion of chloride ions across the membrane...

When a plant cell, such as one from a peony stem, is submerged in a very hypotonic solution, what is likely to occur?

When a plant cell, such as one from a peony stem, is submerged in a very hypotonic solution, what is likely to occur?  A) The cell will burst. B)...

In which of the following would there be the greatest need for osmoregulation?

In which of the following would there be the greatest need for osmoregulation?  A) an animal connective tissue cell bathed in isotonic body...

Which of the following statements correctly describes the normal tonicity conditions for typical plant and animal cells?

Which of the following statements correctly describes the normal tonicity conditions for typical plant and animal cells? A) The animal cell is in...

Mammalian blood contains the equivalent of 0.15 M NaCl. Seawater contains the equivalent of 0.45 M NaCl. What will happen if red blood cells are transferred to seawater?

Mammalian blood contains the equivalent of 0.15 M NaCl. Seawater contains the equivalent of 0.45 M NaCl. What will happen if red blood cells are transferred...

Celery stalks that are immersed in fresh water for several hours become stiff and hard. Similar stalks left in a 0.15 M salt solution become limp and soft. From this we can deduce that the cells of the celery stalks are

Celery stalks that are immersed in fresh water for several hours become stiff and hard. Similar stalks left in a 0.15 M salt solution become limp and...

Water passes quickly through cell membranes because

Water passes quickly through cell membranes because  A) the bilayer is hydrophilic. B) it moves through hydrophobic channels. C) water movement...

Which of the following statements is correct about diffusion?

Which of the following statements is correct about diffusion?  A) It is very rapid over long distances. B) It requires an expenditure of energy...

Which of the following would likely move through the lipid bilayer of a plasma membrane most rapidly?

Which of the following would likely move through the lipid bilayer of a plasma membrane most rapidly?  A) CO2 B) an amino acid C) glucose D)...

Nitrous oxide gas molecules diffusing across a cell's plasma membrane is an example of

Nitrous oxide gas molecules diffusing across a cell's plasma membrane is an example of  A) diffusion across the lipid bilayer. B) facilitated...

Which of the following is a characteristic feature of a carrier protein in a plasma membrane?

Which of the following is a characteristic feature of a carrier protein in a plasma membrane?  A) It is a peripheral membrane protein. B)...

What kinds of molecules pass through a cell membrane most easily?

What kinds of molecules pass through a cell membrane most easily?  A) large and hydrophobic B) small and hydrophobic C) large polar D) ionic E)...

Why are lipids and proteins free to move laterally in membranes?

Why are lipids and proteins free to move laterally in membranes?  A) The interior of the membrane is filled with liquid water. B) Lipids and...

Which of the following is true of the evolution of cell membranes?

Which of the following is true of the evolution of cell membranes?  A) Cell membranes have stopped evolving now that they are fluid mosaics. B)...

Cell membranes are asymmetrical. Which of the following is the most likely explanation?

...

The formulation of a model for a structure or for a process serves which of the following purposes?

The formulation of a model for a structure or for a process serves which of the following purposes?  A) It asks a scientific question. B)...

In a paramecium, cell surface integral membrane proteins are synthesized

In a paramecium, cell surface integral membrane proteins are synthesized  A) in the cytoplasm by free ribosomes. B) by ribosomes in the nucleus. C)...

The cell membranes of Antarctic ice fish might have which of the following adaptations?

The cell membranes of Antarctic ice fish might have which of the following adaptations?  A) very long chain fatty acids B) branched isoprenoid...

Which of these are not embedded in the hydrophobic portion of the lipid bilayer at all?

Which of these are not embedded in the hydrophobic portion of the lipid bilayer at all?  A) transmembrane proteins B) integral proteins C)...

A protein that spans the phospholipid bilayer one or more times is

A protein that spans the phospholipid bilayer one or more times is  A) a transmembrane protein. B) an integral protein. C) a peripheral protein. D)...

In the years since the proposal of the fluid mosaic model of the cell membrane, which of the following observations has been added to the model?

In the years since the proposal of the fluid mosaic model of the cell membrane, which of the following observations has been added to the model?  A)...

An animal cell lacking oligosaccharides on the external surface of its plasma membrane would likely be impaired in which function?

An animal cell lacking oligosaccharides on the external surface of its plasma membrane would likely be impaired in which function?  A) transporting...

The primary function of polysaccharides attached to the glycoproteins and glycolipids of animal cell membranes is

The primary function of polysaccharides attached to the glycoproteins and glycolipids of animal cell membranes is  A) to facilitate diffusion...

Which of the following is true of integral membrane proteins?

Which of the following is true of integral membrane proteins?  A) They lack tertiary structure. B) They are loosely bound to the surface of...

Which of the following is a reasonable explanation for why unsaturated fatty acids help keep any membrane more fluid at lower temperatures?

Which of the following is a reasonable explanation for why unsaturated fatty acids help keep any membrane more fluid at lower temperatures?  A)...

When a membrane is freeze-fractured, the bilayer splits down the middle between the two layers of phospholipids. In an electron micrograph of a freeze-fractured membrane, the bumps seen on the fractured surface of the membrane are

When a membrane is freeze-fractured, the bilayer splits down the middle between the two layers of phospholipids. In an electron micrograph of a freeze-fractured...

In order for a protein to be an integral membrane protein it would have to be

In order for a protein to be an integral membrane protein it would have to be  A) hydrophilic. B) hydrophobic. C) amphipathic, with at least...

Which of the following is one of the ways that the membranes of winter wheat are able to remain fluid when it is extremely cold?

Which of the following is one of the ways that the membranes of winter wheat are able to remain fluid when it is extremely cold?  A) by increasing...

According to the fluid mosaic model of cell membranes, which of the following is a true statement about membrane phospholipids?

According to the fluid mosaic model of cell membranes, which of the following is a true statement about membrane phospholipids?  A) They can...