2. Hofstede's culture index is an important tool to analyze the external factors impact sales. For example, the indulgence index between Japan (42) and the United States (68) is huge. Which means:

The self-image for people in the United States is more defined in terms of "I", relative to Japan as "We".

Compared to Japan, society in the United States will be driven more by competition, heroism, achievement, and success.

Compared to Japan, the extent to which the members in the United States feel threatened by ambiguous or unknown situations and have created beliefs and institutions that try to avoid these.

Compared to Japan, society in the United States looks for long-term goals more.

Compared to Japan, people in the United States try to control their desires and impulses more.

3. Which of the following is true about sales and advertising?

Negotiated pricing in advertising and preset pricing in sales

High customer information needs in sales and low customer information needs in advertising.

Product is more standardized made in sales and is more custom made in advertising.

Product is technically complex in advertising and is simple to understand in sales.

Much post-purchase service is required in advertising and little post-purchase service is required in sales.

4. There is the job description for Bill: "focus on selling ability development - ensure current customers have the right products and services, identify new markets and customer leads, and pitch prospective customers." Bill is probably a _________________

salesperson

sales supervisor

regional sales manager

vice president of sales

chief marketing officer

5. Walmart's buying office decides to increase face mask amount given the fact that the existing face masks cannot meet the increasing needs of customers. This is an example of ___________

New task buy

Straight rebuy

Modified rebuy

None of the above is true

6. Which of the following is NOT true about trust in sales?

Trust is a belief by one party that the other party will fulfill its obligations

Trust is the most essential thing in transactional selling

Trust signifies that a salesperson has the customer's long-term interests at heart

Trust is more important in the intangible/complex sales situation

Trust is important to build up a good buyer-seller relationship

7. In a printed poster, brand A made a statement for the body lotion of brand B - there are some toxic substances - which is an untrue statement. This is an example of _________________

abuse of salesperson's rights

collusion

reciprocity

libel

price discrimination

8. Colgate plans to spend a large amount of money on the new toothpaste promotion at Youtube channel. This is an example of ____________________

Mass marketing

Target marketing

Customer marketing

One-on-one marketing

Segmented marketing

9. Coca-Cola's "Share a Coke" campaign delivered a very effective personalization campaign. They put people's names on their cans and bottle labels. This is an example of ____________

Mass marketing

Target marketing

Customer marketing

One-on-one marketing

Segmented marketing

10. Based on CRM, some brands like to introduce their brand story to regular customers to obtain their loyalty. This is an example of ____________ for CRM goals.

customer acquisition

customer retention

customer profitability

customer attraction

customer discovery

11. Why is a salesperson reluctant to adopt CRM?

Reluctance to change how sales are done, and to deviate from the familiarity of the sales process

A lack of accepting corporate culture

A fear of being unable to learn how to utilize CRM

A disbelief in CRM principles and their ability to work

All of the above are true

12. Which of the following statement is (are) true?

There are many customers, but only fewer customers can be successfully qualified as prospects.

Prospects refer to someone who completes the purchasing process.

Leads refer to someone who might have the potential to buy from one company.

The leads and prospects are static, and they can never be transformed into customers.

All of the above are true

13. Lisa loves having dinner at Lake Pointe Grill because she likes the familiarity of the restaurant vibe and always orders the same cheeseburger. Therefore, Lisa is considered as ___________

the direct buyer

the interpersonal buyer

the status quo buyer

the contemplative buyer

none of the above is true

14. Apple decides to build a brand-new music park in Chongqing, China where Apple has not been involved before. Most of the audio devices in the park are from Apple and Apple wants to convey the idea "Enjoy music, enjoy Apple" to attract customers. This is an example of ________________

Market penetration

Product development

Market development

Diversification

None of the above is true

15. Which of the following is (are) true?

Travel time and expenses are minimized for the geographic sales organization.

Geographic sales organization provides benefits associated with specialization of labor.

There is a duplication of effort in the geographic sales organization.

Selling function-based organization refers to a separate sales force for each product in the line.

All of the above are true