According to Patrick J. Robinson, the eight stages in the business buying-decision process are known as ________.

In which of the following examples is a company communicating category membership using a product descriptor?

Betsy, a teenager, uses most of her after-school hours in either playing tennis or watching movies. She barely manages to concentrate on her lessons for a couple of hours before exams. Being questioned about her substandard performance in school, she points out the teacher’s inability to complete the entire course during the school hours as the possible reason. Betsy’s behavior is most likely to be associated with ________.

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from no ceiling or caps on commissions, overachievement commissions for exceeding quotas, and prize structures that allow multiple winners?

Which of the following personal communications channels consist of family members, neighbors, friends, and associates talking to target buyers?

To estimate replacement sales, management must research the product’s ________, the number of units that fail in year one, two, three, and so on.

________ helps sales representatives understand how they spend their time and how they might increase their productivity.

Amani, a company that manufactures cloth for suits, strives to be equal to Armani in product design, brand name, and product packaging. This is an example of ________.

Sally Seabrook is an up-and-coming marketing manager for a large department store chain. Ms. Seabrook has distinguished herself with bold strategies such as launching attacks on her primary competitor from several fronts, including advertising, new store openings, and new distributor alliances. Which of the following market challenger attack strategies is Ms. Seabrook using to attack her competition?

A market survey by LG revealed that Indians preferred not to mix vegetarian and non-vegetarian food items. Hence, LG refrigerators in India include a special convertible box with separate compartments to store and control the temperature of vegetarian and non-vegetarian food. This is an example of customizing ________ to local needs.