PSM PRELIM EXAM

It is the planning, directing, and controlling of the personal selling activities of a business unit

Selling to different groups of customers by offering a unique product for each group.

• Niche Marketing

• Mass Marketing

• One-to-One Marketing

• Differentiated Marketing

Offers a specialized product or a small range of products to an individual customer segment with specialized needs.

• One-to-One Marketing

• Mass Marketing

• Niche Marketing

• Differentiated Marketing

Selecting only suppliers who will also purchase from the buyer—“You buy from me and I’ll buy from you” can be considered as illegal.

• Tie-in Sales

• Exclusive Dealing

• Restraint of Sales

• Reciprocity

Matches individual products with individual customers.

• Niche Marketing

• Mass Marketing

• Differentiated Marketing

• One-to-One Marketing

What is the difference between customer share and customer commitment?

Someone who performs his or her job in the boundary between a company and a customer

Federal Regulation's laws and policies protecting consumers and society from unfair business practices.

• TRUE

• FALSE

When competitors conspire to set prices, agree to divide territories on a noncompetitive basis, or join together to act to the detriment of another competitor

• Tie-in Sales

• Exclusive Dealing

• Collusion

• Restraint of Trades

The way employees perceive the organizational culture.

• Ethical Work Climate

• Moral Work Climate

• Organizational Climate