1.Which of the following statements best illustrates the principle of "crossing the chasm"?

1. The way you sell to innovators is very different than the way you sell to the later adopters.
2. People undervalue products unless you can convince them of the competitive angle.
3. Your swing group is your primary target market.
4. Startups that learn to "play big" will seem more credible.

2.The million dollar question for an entrepreneur is:

1. Who will benefit if I succeed?
2. Who is my swing group?
3. Who should be my anchor customer?
4. Which big box retailer should I go after?

3. A successful catch phrase combines product/service benefits and which of the following?

1. A customer's hopes and dreams
2. A product's aesthetic design
3. A product's functional benefits
4. Personal experiences
5. Brand-personality touch points

4.A good way to think and act big as a new venture would be:

1. Purchase billboards all around the state.
2. Overall, spend money like you are big to get big audience.
3. Use social media and other Internet tools to highlight your competitive angle
4. Pay a regional actor to support your product

5."My Carnivore" is a venus flytrap that was marketed as a pet by an entrepreneur. The entrepreneur named the pet "Seymour" after the 1986 film "Little House of Horrors" in which the main character was a venus flytrap. This is an example of what "Play Big" strategy?

1. Play Big with PR
2. Borrowed interest
3. Feed a Frenzy
4. Get your swagger on
5. Puffer Fish

6.Angie Allen, Inc. is meeting with a potential big client who could serve as an important anchor. Which comment to this potential customer listed below violates the "feed a frenzy" principle?

1. We love your group and want to sell exclusively to your company.
2. We can't meet with you this week because we are flying out to New York to meet with clients.How about the following week?
3. It will be difficult to give you exclusive rights because we have other customers making the same requests.
4. I can't meet on Monday because I have two other presentations with potential clients.I would love to meet with you on Friday.