21) A company with a polycentric orientation, selling a low-tech product in a le

Question

21) A company with a polycentric orientation, selling a low-tech product in a less-developed

country will probably choose to use which of the following type of sales personnel? (2 points)

A) A former customer in the home country

B) A hybrid sales force

C) Third-country national

D) An expatriate

E) A host-country national

22) Especially popular in Europe, which of the following forms of marketing communication

allows TV viewers to order products from home-shopping channels by using the remote

control? (2 points)

A) E-commerce

B) Support media

C) Interactive television (ITV)

D) Home shopping networks

E) Infomercials

23) Part of Fiber One's strategic selling model is to start with the consumer and identify a need

so it may play the role of a problem-solver by fulfilling that unique need not yet being met.

This would be reflective of which of the following steps in the strategic selling model? (2

points)

A) Develop a product strategy.

B) Develop a relationship strategy.

C) Develop a marketing strategy.

D) Develop a presentation strategy.

E) Develop a personal selling philosophy.

24) Following the launch of the new Fiber One product line, Fiber One reached out to health

bloggers in an effort to build relationships with prospective buyers who were also influential

consumers. This would best be described as ________. (2 points)

A) personal selling

B) customer relationship management

C) indirect selling

D) sampling

E) mass marketing

25) Walmart is such a large-volume retailer that it is in a position to dictate terms to any vendor

wanting to have its products available at Walmart stores. This is an example of ________.

(2 points)

A) rivalry among competitors

B) threat of new entrants

C) bargaining power of buyers

D) bargaining power of suppliers

E) threat of substitute products

Explanation / Answer

We are requested to present the solution to 4 parts of any given problem, please do not downvote the answer for that reason. If you need any further assistance, let me know in the comments and I will help.

21). A company with a polycentric orientation, selling a low-tech product in a less-developed the country will probably choose to use "Third-country national" type of sales personnel as it is the best way for the company to sell their products with relatively effective costs.

Hence, The correct option is (C) "Third-country national".

22). Especially popular in Europe," Interactive television (ITV)" is a form of marketing communication that allows TV viewers to order products from home-shopping channels by using the remote control. As it lets the customers know about the products with price description and enables them to place orders through a remote controller.

Hence, The correct option is (C) "Interactive television (ITV)".

23). Part of Fiber One's strategic selling model is to start with the consumer and identify a need so it may play the role of a problem-solver by fulfilling that unique need not yet being met.This would be reflective of " Developing a personal selling philosophy.". selling model. In this form of selling strategy, a representative of the company tries to understand the need of the customer and explores different options available.

Hence, The correct option is (E) "Develop a personal selling philosophy".

24). Following the launch of the new Fiber One product line, Fiber One reached out to health bloggers in an effort to build relationships with prospective buyers who were also influential consumers. This would best be described as "customer relationship management". In this type of marketing strategy, A company tries to create a bond with the customers that may result in creating a brand value for the company and lets the company attain its desired goal which is to maximize their market share.

Hence,The correct option is (B) "customer relationship management".

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