Essentials of Health Care Marketing book ch 13, 14
At the need fulfillment stage of the “need satisfaction” selling method, the salesperson:
| A. |
highlights the buyer's needs and how the product meets those needs. |
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| B. |
highlights what the product does that his company offers. |
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| C. |
discusses how his product breadth can fulfill all the needs of the organization. |
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| D. |
highlights all the needs that exist in the market that his company's offerings can meet. |
Unstructured interviews are useful to assess:
| A. |
judgment. |
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| B. |
personality. |
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| C. |
quantitative skills. |
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| D. |
crisis management skills. |
True or False? Structured interviews are the best approach to use with job applicants.
Which of the following attributes was not cited as an important dimension of an effective measuring system for marketing?
| A. |
Time |
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| B. |
Depth |
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| C. |
Reliability |
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| D. |
Breadth |
Answer 1: (A) highlights the buyer's needs and how the product meets those needs.
( The salesperson always have to convince the buyers to buy the product and for it they explain the need of the product to the seller)
Answer 2:(D) Crisis management skills
(Crisis management is the process by which organisations deal with disruptive and unexpected events that threatens an organisation or its wider community.)
Answer 3: True (Structured interviews are the best approach to use with job applicants)
Answer 4: (A) Time.
Essentials of Health Care Marketing book ch 13, 14 At the need fulfillment stage of the “need satisfaction” selling meth...
Essentials of Health Care Marketing book ch 13, 14 True or False? Almost 90 percent of all employers eliminate candidates for a job based on a prior screening of the applicants on the Internet. In the need awareness stage of the “need satisfaction” method of selling, the key objective of the sales representative is to ensure that the: A. customer recognizes all the same needs as the salesperson. B. sales representative is aware of all of the customer's problems. C....
1- Interviewing of job candidates can be improved by using: A. structured interviews. B. stress interviews. C. role-playing. D. unstructured interviews. 2- True or False? It has been found that it takes several unstructured interviews to equal the reliability of one structured interview. 3- Having a relationship perspective and trust is a central part of which sales approach? A. Needs satisfaction B. Consultative selling C. Stimulus-response D. The selling formula 4- True or False? Putting potential candidates in role-playing interviews...