Setting call objectives is done during which of the following stages of the selling process?

A. Prospecting
B. Preapproach
C. Approach
D. Handling objections

In determining salesforce size, when a company groups accounts into different size classes and then determines the number of salespeople needed to call on them the desired number of times it is called the ?

A. Key-size approach
B. Work-load appraoch
C. Product-need appraoch
D. Call-service appraoch

All of the following would be ways to segment within the category of psychographic segmentation EXCEPT ?

A. Social class
B. Occupation
C. Lifestyle
D. Personality

_________ describes changes in an individual’s behavior arising from experience?

A. Modeling
B. Motivation
C. Perception
D. Learning

The internet evolved from a network created by ________ during the 1960s?

A. The commerce department
B. The massachusetts institutes of technology (mit)
C. Northwestern university
D. The defense department

The optimal level of provision of public goods is where society total willingness to pay per unit is equal to the ?

A. Variable cost of producing the good
B. Average cost of producing the good
C. Marginal cost of producing the good
D. Total cost of producing the good

The Coase theorem states that ?

A. Public goods should be produced up to the point where the additional benefit received by society equals the additional cost of producing the good
B. Under certain conditions, private parties can arrive at the efficient solution without government involvement
C. The private sector will fail to produce the efficient amount of a public good because of the free-rider problem.
D. If there are external costs in production the government must intervene in the market to assure that the efficient level of output is produced

Which of the following information forms available to the marketing manager can usually be accessed more quickly and cheaply than other information sources ?

A. Marketing intelligence
B. Marketing research
C. Customer profiles
D. Internal databases

Coginitive dissonance occurs in which stage of the buyer decision process model ?

A. Need recognition
B. Information search
C. Evaluation of alternative
D. Postpurchase behaviour

Externalities are a problem only if ?

A. Decision makers do not take them into account
B. All firms are perfectly competitive
C. The externalities are negative
D. All firms are monopolistic