OBJECTIVE 3.06
OBJECTIVE 3.07
OBJECTIVE 3.08
OBJECTIVE 5.07
100
Which is a type of a persuasive message?
 | A | Requests for action |
| B | Requests for ideas | |
| C | Presentations of ideas |
| D | Request for claims or adjustments |
B
Requests for ideas
100
Which is a situation for a business to plan its budget carefully?
| A | Supplies may be scarce. |
| B | Time is limited. |
| C | Regulations are complex. |
| D | Money is limited. |
D
Money is limited.
100
DOUBLE JEOPARDY
Which has more effect on the types of services that consumers buy than on the types of services that organizations buy?
| A | Authority figure |
| B | Peer pressure | |
| C | Limited availability |
| D | Reasonable price |
B
Peer pressure
100
What should the first section of an executive summary contain?
| A | A letter of authorization |
| B | A recommended course of action |
| C | A statement of purpose | |
| D | An acknowledgement of the report's sponsors |
C
A statement of purpose
200
After writing a persuasive message for her prospective customers, what should Beth do next?
| A | Planning the message |
| B | Analyzing the situation |
| C | Gathering Information |
| D | Organization of the message |
| D | Organization of the message |
200
TRIPLE JEOPARDY
Why would a business use its budget to estimate income?
| A | To increase losses |
| B | To increase shrinkage |
| C | To plan purchases | |
| D | To develop services |
C
To plan purchases
200
Which often influences the buying behavior of consumers in different parts of the world?
| A | Aptitudes |
| B | Talents |
| C | Language |
| D | Culture |
D
Culture
200
Lucille has created a six-page synopsis to include as a section in the beginning of her 224-page report. What should Lucille call this section when she creates the table of contents?
| A | Bibliography |
| B | Executive summary | |
| C | Footnotes |
| D | Results and recommendations |
B
Executive summary
300
DOUBLE JEOPARDY
A business uses its budget to estimate how it will perform which activity?
| A | Spend their money | |
| B | File their taxes |
| C | Calculate their assets |
| D | Depreciate their assets |
A
Spend their money
300
How is a budget like a tree?
| A | A budget changes from season to season. |
| B | A budget is supported by strong sales like a tree is supported by strong roots. |
| C | A budget requires care and nurturing, like a young tree. |
| D | A budget is divided into categories and subcategories similar to tree branches. |
D
A budget is divided into categories and subcategories similar to tree branches.
300
Sales training should be an ongoing process. Which information would most likely be released on a RSS feed in electronic sales training?
| A | Comparison with the products of competitors | |
| B | PDF of an annual report |
| C | Notification about a job promotion |
| D | Memorandum detailing how to avoid responding to questions about a public-relations crisis |
A
Comparison with the products of competitors
300
TRIPLE JEOPARDY
Which statement is true regarding executive summaries?
| A | Always write the executive summary before writing the body and appendices of a report. |
| B | Make the executive summary approximately one-fourth to one-third as long as the entire report. |
| C | Sequence the main ideas of the executive summary in the same order that they appear in the full report. | |
| D | Use jargon, technical language, abbreviations, and slang frequently throughout the executive summary. |
C
Sequence the main ideas of the executive summary in the same order that they appear in the full report.
400
What are the main components of a budget?
| A | Cash flow and net worth |
| B | Assets and liabilities |
| C | Profit and loss |
| D | Income and expense |
D
Income and expense
400
DOUBLE JEOPARDY
One of the major differences between the decisions made in organizational buying and the decisions made in consumer buying is that organizational buying decisions consist of which activity?
| A | Made by members of senior management |
| B | More frequently made by groups | |
| C | Made by influential people |
| D | Always voted on by supervisors |
B
More frequently made by groups
400
DOUBLE JEOPARDY
Which factor has contributed to the increased use of electronic sales presentations vs. face-to-face sales presentations?
| A | Audio and video conferencing |
| B | Meeting software and improved Internet access speeds | |
| C | High-end telecommunication hookups and laptops |
| D | Computing power and video conferencing |
B
Meeting software and improved Internet access speeds
400
An effective executive summary should contain which component or components?
| A | Necessary background for making quick decisions |
| B | Most important points from the report | |
| C | Results of the marketing-research efforts |
| D | List of report elements and appendices |
B
Most important points from the report
500
DOUBLE JEOPARDY
By regularly reviewing its budget, a business is able to determine if it is performing which activity?
| A | Offering loans to employees |
| B | Paying interest to customers |
| C | Following their financial plans | |
| D | Receiving discounts from vendors |
C
Following their financial plans
500
What is a characteristic of organizational buying behavior?
| A | Quick decision making |
| B | Low levels of demand fluctuation |
| C | Multiple buying influences | |
| D | Limited buyer-seller contact |
C
Multiple buying influences
500
DOUBLE JEOPARDY
Which is a social factor that often influences buying behavior?
| A | Individual beliefs |
| B | Basic needs |
| C | Personal attitude |
| D | Marital status |
D
Marital status
500
Which document is it most appropriate to include an executive summary?
| A | Manuscript outline |
| B | Six-page case study |
| C | Employee handbook |
| D | Complex research report |
D
Complex research report