Final Proyect

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Question 1
1. The four components of the promotional mix are: personal selling, advertising, publicity and the web
True
False
5 points
Question 2
1. A major advantage to two sided messages is the inoculation effect it has for the receivers to competitive messages
True
False
5 points
Question 3
1. A major advantage to two sided messages is the inoculation effect it has for the receivers to competitive messages
True
False
5 points
Question 4
1. When considering the channel in the communication process the major delineation is whether it is personal or done over the internet
True
False
5 points
Question 5
1. A hospital in a particular community has been very proactive about controlling their
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Because of the high cost of making sales cost and the difficulty of trying to get into see the customer for face-to face meetings, more pharmaceutical companies are moving to e-detailing
True
False
5 points
Question 13
1. When the buyer did not initiate a request to have the salesperson call on them, this sales call is referred to as a cold call
True
False
5 points
Question 14
1. Citing testimonials are often helpful for a salesperson when trying to address a customer’s logical objections in the sales presentation step
True
False
5 points
Question 15
1. When it is difficult to determine the effect of a salesperson’s effort son sales rather than pay any incentive through commission it is better to use a bonus with salary as part of the compensation package
True
False
5 points
Question 16
1. Gross revenue as an indicator of performance is useful but has the limitation of being an absolute measure which may not reveal market shifts relative to competition.
True
False
5 points
Question 17
1. Market share is a measure of relative rather than absolute performance in the market.
True
False
5 points
Question 18
1. In conducting a sales analysis it is best to do it for an organization at the level of gross sales to get the most macro perspective on organization performance.
True
False
5 points
Question 19
1. A contribution analysis considers the contribution of

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