Part -1:

Question:1 Distributors act in a different capacity to agents as they actually buy and sell the goods, whereas agents work principally on commission.

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Question: 2 International marketing relates to companies whose business interests, manufacturing plants and offices are spread throughout the world.

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Question: 3 A factor when calculating price is that of tariffs that might be levied on goods entering the customers country.

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Topic: 6 Law And Ethical Issues

Question: 4 Inertia selling involves the sending of unsolicited goods or the provision of unsolicited services to people who, having received them, may feel an obligation to buy.

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Question: 5 In a binding contract, one party should have made a firm offer and the offer should have received an equivocal acceptance.

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Question: 6 A bill of lading is a receipt for goods received on board a ship which is signed by the shipper (or agent) and states the terms on which the goods were delivered to and received by the ship.

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Topic: 7 Sales Responsibilities And Preparation

Question: 7 Complaints vary in their degree of seriousness and in the authority which the salesperson holds in order to deal with them.

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Question: 8 Prospecting is the searching for and calling upon customers who, hitherto, have purchased from the company.

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Topic: 8 Personal Selling Skills

Question: 9 Closing the sale asks the buyer to say yes or no.

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Question: 10 Reference selling involves the use of satisfied customers in order to convince the buyer of the effectiveness of the salespersons product.

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Part -2:

Question: 1 Partnership-KAM is the ultimate stage of the relational development model.

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Question: 2 Key account management is a strategy used by suppliers to target and serve high potential customers with complex needs by providing them with special treatment in the areas of marketing, administration and service.

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Question: 3 An important responsibility of a key account manager is to establish and maintain a harmonious and mutually beneficial relationship between producer and customer.

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Question: 4 Global key accounts are also usually multinational customers that have an expectation of being supplied and serviced worldwide in a consistent and coordinated way.

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Topic: 10 Relationship Selling

Question: 5 The concept of reverse marketing occurs where buyers generally take the initiative and they source suppliers (sellers).

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Question: 6 Sales visits to individual customers are likely to be longer in duration and this will result in larger individual sales calls being made.

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Question: 7 A companys marketing information system (MkIS has three inputs: marketing research, market intelligence, and the companys own internal accounting system.

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Topic: 11 Direct Marketing

Question: 8 For consumer markets, the target audience will be described as the type of organisation that the direct marketer wishes to target and the type of individual within each organisation who should be reached.

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Question: 9 For business markets the target audience may be described using market segmentation variables such as age, gender, social class and lifestyle.

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Question: 10 The starting point for campaign management is the marketing plan: direct marketing should be fully integrated with all marketing and promotional mix elements to provide a coherent marketing strategy.

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Part -3:

Topic: 12 Internet And I.T Applications In Selling And Sales Management

Question: 1 If sales representatives retain their laptops, rather than replacing them with PDAs, then costs will certainly decrease.

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Question: 2 E-commerce is any trading activity that is carried out over an electronic network such as the internet.

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Question: 3 The lowest level of e-commerce is where integration of the computer system and processes of traders is achieved to create a strong, formalized relationship.

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Question: 4 Customer relationship management is a term for methodologies, technologies and e-commerce capabilities used by firms to manage customer relationships.

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Topic: 13 Recruitment And Selection

Question: 5 The problem with role playing technique is that, at best, it measures sales ability at that moment.

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Question: 6 The interview setting will have an indirect bearing on the outcome of the interview.

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Question: 7 The application form is a quick and inexpensive method of screening out applicants in order to produce a shortlist of candidates for interview.

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Topic: 14 Motivation And Training

Question: 8 For motivation to be effective it must be channeled in the right direction, which is where leadership is crucial.

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Question: 9 Sales managers believe that a merit-based promotion system does not act as a motivator.

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Question: 10 Case studies are particularly appropriate for developing analytical skills.

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