Concepts in Marketing, Sales, and Customer Contact - D077 Exam Questions With Correct Answers

Concepts in Marketing, Sales, and Customer
Contact - D077 Exam Questions With Correct
Answers


A/B testing - CORRECT ANSWER✔✔-A marketing experiment where two
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variants of a campaign are tested to see which one is most effective
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Accommodation - CORRECT ANSWER✔✔-Style of handling conflict | | | | | | |



focused on empathy over self-interest
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Adaptive selling - CORRECT ANSWER✔✔-Using social styles to
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customize a sales approach to the specific customer
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Administered Vertical Marketing System - CORRECT ANSWER✔✔-
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Cooperation between levels of a distribution channel where one
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member sets the terms due to its size and influence
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Advertising - CORRECT ANSWER✔✔-Paid form of nonpersonal
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promotion


Amiable - CORRECT ANSWER✔✔-People with this social style want to
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know "why"
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,Analytical - CORRECT ANSWER✔✔-People with this social style want to
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know "how" |




artificial intelligence - CORRECT ANSWER✔✔-Intelligent machines
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(computers) capable of learning and interacting | | | | |




Attitudes - CORRECT ANSWER✔✔-Positive, negative, or ambivalent
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evaluation of people, objects, event, activities, ideas, or anything else in
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the environment
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Attributes - CORRECT ANSWER✔✔-Characteristics that define a product
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and will influence the customer's purchase decision
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Avoidance - CORRECT ANSWER✔✔-Style of handling conflict with little
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empathy or self-interest | |




B2B sales - CORRECT ANSWER✔✔-Sales to another company that
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consumes the product or services as part of operating the business or
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uses the product in the assembly of the final product it sells to
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consumers

,Bait and switch - CORRECT ANSWER✔✔-Fraudulent practice where an
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advertised product is unavailable so a customer is guided to a more
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expensive one |




Bargaining - CORRECT ANSWER✔✔-The fourth phase in the negotiation
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process, where the parties seek an agreement
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Bargaining power of buyers - CORRECT ANSWER✔✔-One of Porter's
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Five Forces—the power of customers to drive down prices if supply
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exceeds demand
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Bargaining power of suppliers - CORRECT ANSWER✔✔-One of Porter's
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Five Forces—the power of suppliers when there are few alternative
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sources for the products' components
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BCG Matrix - CORRECT ANSWER✔✔-Planning tool which uses a
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quadrant to map the strategic position of a business brand based on the
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brand's market share and the market's growth potential
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behavioral observation - CORRECT ANSWER✔✔-Primary marketing
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research technique involving formal or informal observation of
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customers and noncustomers | |

, Boycott - CORRECT ANSWER✔✔-Voluntary and intentional refusal to
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buy products from a certain person, company, or country for ethical or
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political reasons |




Brand - CORRECT ANSWER✔✔-The unique identity and associations of a
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|company, often captured in a design, sign, symbol, or words that
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identify a product and differentiate it from competitors
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brand equity - CORRECT ANSWER✔✔-One of the drivers of customer
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equity, based on how the customer assesses the value of the brand
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brand loyalty - CORRECT ANSWER✔✔-The faithfulness of customer's to
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a particular company and its products
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Bundling - CORRECT ANSWER✔✔-Grouping related products together
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and pricing them as a single product.
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business cycle - CORRECT ANSWER✔✔-Expansions and contractions in
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the level of economic activities (business fluctuations) around a long-
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term growth trend
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business to business (B2B) - CORRECT ANSWER✔✔-Sales to another
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company that consumes the product or services as part of operating the
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