Questions from General Marketing

Q: Why is it important for a salesperson to understand order processing—

Why is it important for a salesperson to understand order processing—regardless of the type of selling he or she is engaged in?

Q: What is the role of a sales incentive?

What is the role of a sales incentive?

Q: What is expectancy theory? How do sales managers use it?

What is expectancy theory? How do sales managers use it?

Q: What is the role of sales promotion in the marketing effort?

What is the role of sales promotion in the marketing effort?

Q: What are the benefits of sampling? What are the drawbacks?

What are the benefits of sampling? What are the drawbacks?

Q: What are some of the ways marketers can break through consumers’ perceptual

What are some of the ways marketers can break through consumers’ perceptual screens? If you were a marketer for a line of designer pet clothing, what method might you use?

Q: Distinguish between fair-trade and unfair-trade laws. As

Distinguish between fair-trade and unfair-trade laws. As a consumer, would you support either fair-trade or unfair-trade laws? Would your answer change if you were the owner of a small store?

Q: How do pricing objectives for a global firm differ from those used

How do pricing objectives for a global firm differ from those used generally?

Q: Give an example of each of the major categories of pricing objectives

Give an example of each of the major categories of pricing objectives.

Q: What are the major price implications of the PIMS studies? Suggest

What are the major price implications of the PIMS studies? Suggest possible explanations for the relationships the PIMS studies reveal.