Pts 1 ref 5 obj 01 2 type app top aacsb reflective

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PTS: 1 REF: 5 OBJ: 01-2 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Strategy 23. Which marketing management philosophy is often adopted by organizations that sell unsought products such as life insurance, retirement plans, and pre-planned funeral services? a. sales orientation b. production orientation c. marketing orientation d. product orientation e. customer orientation ANS: A Aggressive selling is sometimes used by companies that sell products their customers do not want to buy. PTS: 1 REF: 5 OBJ: 01-2 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Strategy 24. Which marketing orientation assumes people will buy more goods and services if aggressive market- ing techniques are used? PTS: 1 REF: 5 OBJ: 01-2 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Strategy 25. Colorado Silversmith creates and markets silver and turquoise jewelry, which it sells to retailers in the western United States. The company’s management believes its retail customers will stock more jew- elry if its salespeople use aggressive marketing techniques, so the company provides strong incentives for salespeople and promotional allowances to resellers to get distribution for its jewelry. In other words, the company has a _____ orientation. PTS: 1 REF: 5 OBJ: 01-2 TYPE: App
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TOP: AACSB Reflective Thinking | TB&E Model Strategy 26. If a company uses a sales orientation, consumer complaints would most likely result in: PTS: 1 REF: 5 OBJ: 01-2 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Strategy 27. Fujifilm Computer Products has improved the efficiency and productivity of its plant, which manufac- tures printing technology. For the new fiscal year, the company projects a production increase of 25 percent. It has instructed its sales force to aggressively distribute and promote its printers. The CEO is sure the market will absorb more product if the sales force is determined and assertive. Fujifilm ap- pears to have a _____ orientation. a. market b. production c. sales d. customer e. marketplace ANS: C A sales orientation is based on the belief that people will buy more goods and services if aggressive sales techniques are used.
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