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Com/539 final exam | Marketing homework help

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1

Relative to Americans, Canadians are more likely to be:

·         Correct Answer

[removed]

Happy and casual

·         Correct Answer

[removed]

Educated and informal

·         Correct Answer

[removed]

Bilingual and formal

·         Correct Answer

[removed]

Sociable and casual

2

Which of the following is an acceptable method of negotiating the price objection?

·         Correct Answer

[removed]

Apologize for the product’s high price

·         Correct Answer

[removed]

Clarify the link between price and quality

·         Correct Answer

[removed]

Make price the focal point of your presentation

·         Correct Answer

[removed]

Focus on an individual product feature

3

John Bieland, the equipment buyer for Great Lakes Manufacturing, purchased two large riveting machines from Hoseke Corporation’s sales representative, Lindell Ross. Because of a clerical error, the machines shipped a day later than scheduled, which put the delivery truck in the middle of a blizzard that shut down roads for several days. By the time the machines were delivered by Hoseke Corporation, they were a full week late. John Bieland sends an email to Lindell, cc’ing the CEOs of Great Lakes Manufacturing and Hoseke Corporation, expressing his dissatisfaction. What should Lindell offer to John to rectify the situation?

·         Correct Answer

[removed]

Lindell should discount any further purchases by half.

·         Correct Answer

[removed]

Lindell should refund John’s money.

·         Correct Answer

[removed]

Lindell should send John 2 new machines

·         Correct Answer

[removed]

Lindell should consult with John to find out what would help him regain trust in Lindell and Hoseke Corporation.

4

Managing an organization’s personal selling function to include planning, implementing, and controlling the sales management process is called:

·         Correct Answer

[removed]

Sales control

·         Correct Answer

[removed]

Sales supervision

·         Correct Answer

[removed]

Sales leadership

·         Correct Answer

[removed]

Sales management

5

With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

·         Correct Answer

[removed]

Performing sales training

·         Correct Answer

[removed]

Setting training objectives

·         Correct Answer

[removed]

Setting the sales training schedule

·         Correct Answer

[removed]

Evaluating training alternatives

6

Developing a long-term relationship that focuses on solving the customer’s buying problems is referred to as:

·         Correct Answer

[removed]

consulting

·         Correct Answer

[removed]

transitioning

·         Correct Answer

[removed]

selling

·         Correct Answer

[removed]

partnering

7

Steve is looking for a way to analyze customer data from his territory in an effort to identify new opportunities for sales revenue growth.  _______________ could help Steve with this task.

·         Correct Answer

[removed]

Deal analytics

·         Correct Answer

[removed]

Sales call auditing software

·         Correct Answer

[removed]

Cloud computing

·         Correct Answer

[removed]

Customer Relationship Management

8

The primary goal of a ____________ presentation strategy is to influence the prospect’s beliefs, attitudes, or behavior, and to encourage buyer action.

·         Correct Answer

[removed]

persuasive

·         Correct Answer

[removed]

value

·         Correct Answer

[removed]

sensory

·         Correct Answer

[removed]

reminder

9

Which of the following is true with respect to negotiations in foreign cultures?

·         Correct Answer

[removed]

Business rituals are largely the same across cultures

·         Correct Answer

[removed]

It is sometimes advisable to become antagonistic during negotiations

·         Correct Answer

[removed]

German buyers are unlikely to look you in the eye

·         Correct Answer

[removed]

Different cultural expectations can cause miscommunication

10

The most widely used system for dividing responsibility is to organize the sales force on the basis of:

·         Correct Answer

[removed]

Products

·         Correct Answer

[removed]

Geography

·         Correct Answer

[removed]

Markets

·         Correct Answer

[removed]

Customers

11

JoAnn has a website for her business.  She advertises her business on a number of online services, but she is not sure which ones are driving traffic to her website and which are not worth the money for advertising.  The best thing for JoAnn to do is:

·         Correct Answer

[removed]

All websites are public so there really is not a way to determine how people find a website.

·         Correct Answer

[removed]

Buy advertising everywhere

·         Correct Answer

[removed]

Only advertise 1 or 2 places and see if her sales go up or down

·         Correct Answer

[removed]

Use a service such as Google Analytics® to determine what websites and searches are bringing traffic to her site.

12

The most likely reason for salespeople to make follow-up telephone calls to customers is that:

·         Correct Answer

[removed]

sales managers cannot make all the calls themselves

·         Correct Answer

[removed]

customer service representatives cannot be trusted to make the calls

·         Correct Answer

[removed]

the customer may place repeat orders during a phone call

·         Correct Answer

[removed]

follow-up calls are more efficient than e-mails

13

By demonstrating effective listening, a salesperson is able to do which of the following?

·         Correct Answer

[removed]

Beat out the competition

·         Correct Answer

[removed]

Always uncover two or three explicit needs

·         Correct Answer

[removed]

Convince the buyer that the salesperson’s product is best

·         Correct Answer

[removed]

Help build the buyer’s trust

14

“Smart” sales-force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity are referred to collectively as?

·         Correct Answer

[removed]

Sales force automation

·         Correct Answer

[removed]

Cloud computing

·         Correct Answer

[removed]

Deal analytics

·         Correct Answer

[removed]

CRM

15

A customer has a negative experience at your business and writes about this on a social media review site. What is the best thing for you to do?

·         Correct Answer

[removed]

Respond calmly and don’t take it personally.

·         Correct Answer

[removed]

Never admit responsibility and divert blame.

·         Correct Answer

[removed]

Ignore it.  People don’t take those sites seriously.

·         Correct Answer

[removed]

Post your reasons for not meeting their expectations.

16

The purpose of the follow-up communication between customer and salesperson is to express thanks for the order and to:

·         Correct Answer

[removed]

introduce related products

·         Correct Answer

[removed]

determine if the customer is satisfied

·         Correct Answer

[removed]

request referrals for other prospects

·         Correct Answer

[removed]

complete the call card form

17

Andrew is a new sales rep for an industrial chemical supplier. Andrew makes it a point to never be late for an appointment and to always follow through immediately on promises he makes to his customers. These behaviors help Andrew build trust with his customers because they perceive him as:

·         Correct Answer

[removed]

dependable

·         Correct Answer

[removed]

likeable

·         Correct Answer

[removed]

competent

·         Correct Answer

[removed]

candid

18

Steve is a salesperson who is responsible for selling only two of his company’s 15 products.  Steve is working in a _____________ sales force.

·         Correct Answer

[removed]

Specialized

·         Correct Answer

[removed]

Centralized

·         Correct Answer

[removed]

Geographic

·         Correct Answer

[removed]

Decentralized

19

Which the following best describes the process of strategic prospecting?

·         Correct Answer

[removed]

The process of turning prospects into customers

·         Correct Answer

[removed]

The process of locating new customers

·         Correct Answer

[removed]

The process of generating leads

·         Correct Answer

[removed]

The process of identifying, qualifying, and prioritizing sales opportunities

20

Conveying interest and understanding is the objective of which active listening component?

·         Correct Answer

[removed]

Evaluating

·         Correct Answer

[removed]

Sensing

·         Correct Answer

[removed]

Responding

·         Correct Answer

[removed]

Interpreting

21A series of creative improvements in the sales process that enhance the customer experience is known as:

·         Correct Answer

[removed]

value-added selling

·         Correct Answer

[removed]

relationship modeling

·         Correct Answer

[removed]

customer-oriented sales

·         Correct Answer

[removed]

transactional selling

22

Which statement is most likely true about the communication-style model?

·         Correct Answer

[removed]

Emotion and dominance are the two primary dimensions.

·         Correct Answer

[removed]

It is based on 3 important dimensions of human behavior

·         Correct Answer

[removed]

It is based on a highly accurate self-rating system.

·         Correct Answer

[removed]

It is composed of 4 distinct quadrants.

23

When a prospect has voiced an objection, it is most likely best for the salesperson to:

·         Correct Answer

[removed]

Deny the accuracy of the objection

·         Correct Answer

[removed]

Clarify the true nature of the problem

·         Correct Answer

[removed]

Suggest postponing the negotiations

·         Correct Answer

[removed]

Divert attention to a product feature

24

In order for salespeople to be able to deliver complete comparative product information in sales presentations they must possess:

·         Correct Answer

[removed]

trust

·         Correct Answer

[removed]

competitor knowledge

·         Correct Answer

[removed]

adaptability

·         Correct Answer

[removed]

assertiveness

25

Anthony is a purchasing agent for a hospital. One day the hospital receives a shipment from one of its suppliers with several items missing. Anthony calls the supplier and talks to a customer service representative who is very friendly and helpful. Anthony calls the supplier again the next day but talks to a different customer service representative. This customer service representative is not as friendly and not as helpful. Which of the following describes the problem the supplier has with customer service?

·         Correct Answer

[removed]

The first customer service agent set an unrealistic expectation

·         Correct Answer

[removed]

Customer service people are hard to train

·         Correct Answer

[removed]

The quality of the service provided is inconsistent across customer service agents

·         Correct Answer

[removed]

The second customer service agent needs more training

26

Steve is a salesperson for XYZ Corporation. His territory includes 50 established accounts which he calls on regularly. Although Steve is supposed to allocate some time to prospecting, he’d rather call on his existing accounts. Like many salespeople in his position, Steve resists prospecting because:

·         Correct Answer

[removed]

His established accounts are too important.

·         Correct Answer

[removed]

He is afraid of rejection.

·         Correct Answer

[removed]

He’d rather use his spare time for paperwork.

·         Correct Answer

[removed]

He doesn’t believe it’s necessary.

27

Working to reach an agreement that is mutually satisfactory to both buyer and seller is also called:

·         Correct Answer

[removed]

negotiation

·         Correct Answer

[removed]

practice theory

·         Correct Answer

[removed]

tactics

·         Correct Answer

[removed]

agreement

28

When a customer service problem requires an apology, a salesperson should most likely:

·         Correct Answer

[removed]

Send a text message to the customer

·         Correct Answer

[removed]

Delegate the task to a customer service representative

·         Correct Answer

[removed]

Send a prompt email to the customer

·         Correct Answer

[removed]

Call the customer personally

29

In order to better understand their own product’s position in the market place, salespeople need:

·         Correct Answer

[removed]

A high degree of competitor knowledge.

·         Correct Answer

[removed]

To be candid.

·         Correct Answer

[removed]

To be customer oriented.

·         Correct Answer

[removed]

A high degree of customer knowledge.

30

You have a business that you want to set up on Facebook®. What is the best way to drive traffic to your business using Facebook?

·         Correct Answer

[removed]

Create a profile using the name of your business.

·         Correct Answer

[removed]

Facebook® does not have business options and only personal profiles are allowed.

·         Correct Answer

[removed]

Use a lot of hashtags with your business name.

·         Correct Answer

[removed]

Create a business/fan page.

 

 

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July 1, 2023
    

PLEASE USE THE POWERPOINT I ATTACHED AS A RESOURCE. ALSO USE OUTSIDE RESOURCES.

QUESTION 1:

Under what circumstances does a hospital have a duty to provide emergency services to the public? Provide examples from the reading and from sources found through research beyond the assigned reading. Always cite your sources and include in text citations.

End your discussion with a question or two for your classmates.

Respond to two or more of your classmates in a meaningful way, and in a way that brings new content to the conversation.

RESPOND TO THIS:

 Hospitals are required to care for patients during all kinds of emergency situations. "If the public is aware that a hospital furnishes emergency services and relies on that knowledge the hospital has a duty to provide those services to the public" (Pozgar, 261). For example, during the recent Covid pandemic hospitals were flooded with patients coming in with the virus and seeking treatment and they could not be refused and turned away. In a clear emergency hospitals have a duty where they must treat every patient that is in clear emergency need no matter if the hospital is public or private. This is down to the EMTALA legislation.

I remember in one of my previous employments there was a very big bus accident that happened here in NYC a while back and many people were injured. The hospital that i worked for was a private hospital and took in most of the patients from this accident and it was a big emergency in the hospital because they did not have enough beds for the patients. This caused the hospital to have to divert some patients to a neighboring hospital to have them treated there. This could pose a moral and ethical issue because the patients risk being transported without being stable enough to do so. I believe even though hospitals have a duty to treat they should be able to put a limit on it so the risk of error is minimized.

Question: If you were an administrator for the hospital's ED what kind of limitations would you place if any to the kinds of emergency situations that your hospital is equipped to handle? 

RESPOND TO THIS:

 

In Chapter 7 we learned about the EMTALA. EMTALA is known as the Emergency Medical Treatment and Active Labor Act which bars any hospitals participating in Medicare for dumping patients (Pozgar et al., p. 196, 2020).  Another added provision of EMTALA is to provide emergency labor services to pregnant women. No pregnant patient can be refused services from a hospital during an emergency labor and delivery process (acep.org, 2021). Hospitals, if they accept Medicare or Medicaid, must provide emergency services to any patient that comes into the hospital. Once the ER deems the patient is stable, the patient can be discharged. Otherwise, the patient has to be admitted to the hospital and be provided appropriate services until they are stabilized and have a safe place to go after discharge. 

Some individuals are known as "frequent fliers" of the ER, where they use the ER as primary care services since they don't have insurance. Due to EMTALA, the ER is obligated to provide treatment to these individuals. Should there be a provision to limit the services provided to ER "frequent fliers "?

Should the hospital instead set up a charity clinic and refer "frequent fliers" to the charity clinic?

default image
July 1, 2023
    

PLEASE USE THE POWERPOINT I ATTACHED AS A RESOURCE. ALSO USE OUTSIDE RESOURCES.

QUESTION 1:

Under what circumstances does a hospital have a duty to provide emergency services to the public? Provide examples from the reading and from sources found through research beyond the assigned reading. Always cite your sources and include in text citations.

End your discussion with a question or two for your classmates.

Respond to two or more of your classmates in a meaningful way, and in a way that brings new content to the conversation.

RESPOND TO THIS:

 Hospitals are required to care for patients during all kinds of emergency situations. "If the public is aware that a hospital furnishes emergency services and relies on that knowledge the hospital has a duty to provide those services to the public" (Pozgar, 261). For example, during the recent Covid pandemic hospitals were flooded with patients coming in with the virus and seeking treatment and they could not be refused and turned away. In a clear emergency hospitals have a duty where they must treat every patient that is in clear emergency need no matter if the hospital is public or private. This is down to the EMTALA legislation.

I remember in one of my previous employments there was a very big bus accident that happened here in NYC a while back and many people were injured. The hospital that i worked for was a private hospital and took in most of the patients from this accident and it was a big emergency in the hospital because they did not have enough beds for the patients. This caused the hospital to have to divert some patients to a neighboring hospital to have them treated there. This could pose a moral and ethical issue because the patients risk being transported without being stable enough to do so. I believe even though hospitals have a duty to treat they should be able to put a limit on it so the risk of error is minimized.

Question: If you were an administrator for the hospital's ED what kind of limitations would you place if any to the kinds of emergency situations that your hospital is equipped to handle? 

RESPOND TO THIS:

 

In Chapter 7 we learned about the EMTALA. EMTALA is known as the Emergency Medical Treatment and Active Labor Act which bars any hospitals participating in Medicare for dumping patients (Pozgar et al., p. 196, 2020).  Another added provision of EMTALA is to provide emergency labor services to pregnant women. No pregnant patient can be refused services from a hospital during an emergency labor and delivery process (acep.org, 2021). Hospitals, if they accept Medicare or Medicaid, must provide emergency services to any patient that comes into the hospital. Once the ER deems the patient is stable, the patient can be discharged. Otherwise, the patient has to be admitted to the hospital and be provided appropriate services until they are stabilized and have a safe place to go after discharge. 

Some individuals are known as "frequent fliers" of the ER, where they use the ER as primary care services since they don't have insurance. Due to EMTALA, the ER is obligated to provide treatment to these individuals. Should there be a provision to limit the services provided to ER "frequent fliers "?

Should the hospital instead set up a charity clinic and refer "frequent fliers" to the charity clinic?

default image
July 1, 2023
    

PLEASE USE THE POWERPOINT I ATTACHED AS A RESOURCE. ALSO USE OUTSIDE RESOURCES.

QUESTION 1:

Under what circumstances does a hospital have a duty to provide emergency services to the public? Provide examples from the reading and from sources found through research beyond the assigned reading. Always cite your sources and include in text citations.

End your discussion with a question or two for your classmates.

Respond to two or more of your classmates in a meaningful way, and in a way that brings new content to the conversation.

RESPOND TO THIS:

 Hospitals are required to care for patients during all kinds of emergency situations. "If the public is aware that a hospital furnishes emergency services and relies on that knowledge the hospital has a duty to provide those services to the public" (Pozgar, 261). For example, during the recent Covid pandemic hospitals were flooded with patients coming in with the virus and seeking treatment and they could not be refused and turned away. In a clear emergency hospitals have a duty where they must treat every patient that is in clear emergency need no matter if the hospital is public or private. This is down to the EMTALA legislation.

I remember in one of my previous employments there was a very big bus accident that happened here in NYC a while back and many people were injured. The hospital that i worked for was a private hospital and took in most of the patients from this accident and it was a big emergency in the hospital because they did not have enough beds for the patients. This caused the hospital to have to divert some patients to a neighboring hospital to have them treated there. This could pose a moral and ethical issue because the patients risk being transported without being stable enough to do so. I believe even though hospitals have a duty to treat they should be able to put a limit on it so the risk of error is minimized.

Question: If you were an administrator for the hospital's ED what kind of limitations would you place if any to the kinds of emergency situations that your hospital is equipped to handle? 

RESPOND TO THIS:

 

In Chapter 7 we learned about the EMTALA. EMTALA is known as the Emergency Medical Treatment and Active Labor Act which bars any hospitals participating in Medicare for dumping patients (Pozgar et al., p. 196, 2020).  Another added provision of EMTALA is to provide emergency labor services to pregnant women. No pregnant patient can be refused services from a hospital during an emergency labor and delivery process (acep.org, 2021). Hospitals, if they accept Medicare or Medicaid, must provide emergency services to any patient that comes into the hospital. Once the ER deems the patient is stable, the patient can be discharged. Otherwise, the patient has to be admitted to the hospital and be provided appropriate services until they are stabilized and have a safe place to go after discharge. 

Some individuals are known as "frequent fliers" of the ER, where they use the ER as primary care services since they don't have insurance. Due to EMTALA, the ER is obligated to provide treatment to these individuals. Should there be a provision to limit the services provided to ER "frequent fliers "?

Should the hospital instead set up a charity clinic and refer "frequent fliers" to the charity clinic?

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Calculate the price of your order

550 words
We'll send you the first draft for approval by September 11, 2018 at 10:52 AM
Total price:
$26
The price is based on these factors:
Academic level
Number of pages
Urgency
Basic features
  • Free title page and bibliography
  • Unlimited revisions
  • Plagiarism-free guarantee
  • Money-back guarantee
  • 24/7 support
On-demand options
  • Writer’s samples
  • Part-by-part delivery
  • Overnight delivery
  • Copies of used sources
  • Expert Proofreading
Paper format
  • 275 words per page
  • 12 pt Arial/Times New Roman
  • Double line spacing
  • Any citation style (APA, MLA, Chicago/Turabian, Harvard)

Our guarantees

Delivering a high-quality product at a reasonable price is not enough anymore.
That’s why we have developed 5 beneficial guarantees that will make your experience with our service enjoyable, easy, and safe.

Money-back guarantee

You have to be 100% sure of the quality of your product to give a money-back guarantee. This describes us perfectly. Make sure that this guarantee is totally transparent.

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Zero-plagiarism guarantee

Each paper is composed from scratch, according to your instructions. It is then checked by our plagiarism-detection software. There is no gap where plagiarism could squeeze in.

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Free-revision policy

Thanks to our free revisions, there is no way for you to be unsatisfied. We will work on your paper until you are completely happy with the result.

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Privacy policy

Your email is safe, as we store it according to international data protection rules. Your bank details are secure, as we use only reliable payment systems.

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Fair-cooperation guarantee

By sending us your money, you buy the service we provide. Check out our terms and conditions if you prefer business talks to be laid out in official language.

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