CHAP 5: PRICING
Authored by Tiền Kim
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20 questions
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1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
1/ A _______________is a rule or habit, consistently applied, that defines the criteria under which a company will change a price for an individual customer, for a limited period of time or for particular transactions.
a. Price tactics
b. Price structure
c. Price policy
d. Price strategy
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
2/ Powerful buyers often create a list of substitutes for the preferred supplier (seller) to force him to compromise the price. Every time the preferred supplier matches, they minimize the expectation that the supplier’s differentiation has a justifiable economic value. This is the result of ____________ price negotiation made by the supplier.
a. reactive, ad-hoc
b. proactive, ad-hoc
c. reactive, post-hoc
d. proactive, policy-based
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
3/Key set of pricing policy includes: Policies for price negotiation, Policies for Responding to Price Objections, _________________, Policies for Dealing with an Economic Downturn and Policies for Promotional Pricing.
a. Policies for Managing Price Increases
b. Policies for Managing optimal revenue
c. Policies for Managing optimal prices
d. Policies for Managing Price decreases
4.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
4/Two principles to develop pricing policies for dealing with an economic downturn are sustaining the business and not triggering a ______________.
a. Volume war
b. Revenue war
c. Price war
d. Market share war
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
5/Marketers often use promotional pricing for ___________ under the form of discounts to encourage customer to investigate the supplier’s offer.
a. unsought goods
b. credence goods
c. search goods
d. experience goods
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
6/___________________ Price negotiation can empower the sales reps with pre-approved value trade-offs and discount policies and build credibility with the customer by offering the customer win-win, or at least win–not lose trade-offs.
a. Proactive, Policy-Based
b. Reactive, post-hoc
c. Reactive, ad-hoc
d. Proactive, ad-hoc
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
7/Process to create and modify pricing policy includes the following steps: Collecting requests for price exception, Classification those requests, Create and modify pricing policy, collecting _________ about implemented price policy.
a. profit
b. protest
c. feedback
d. acceptance
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