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28.Which of the following are potential resources salespeople may use to increase their market and customer knowledge base?a.Newspapersb.World Wide Webc.Trade magazinesd.Trade associationse.All of the above are potential resourcesANS:EPTS:1DIF:EasyREF:p. 42-43OBJ:429.Which of the following most accurately reflects buyers’ information needs?
30.In order to better understand their own product's position in the market place, salespeople need:31.In order for salespeople to be able to deliver complete comparativeproduct information in sales presentations they must possess:32.Which of the following types of knowledge is probably least likely to contribute to a salesperson's expertise?a.Product knowledgeb.Competitor knowledgec.Customer knowledged.Service knowledgee.General historical knowledgeANS:EPTS:1DIF:MediumREF:pgs. 38-43OBJ:433.Technology is providing faster and more efficient ways for salespeople to communicate with their customers. With respect to communication with their customers, whenever possible, salespeople should:
34.Which of the following types of communications technology sometimes backfires on sales organizations by actually frustrating their customers?