Planning the Selling Program and Implementing and Evaluating the Personal

question 126

Multiple Choice

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as

• A) relationship marketing.
• B) team selling.
• C) personal selling.
• D) sales engineering.
• E) sales management.

Understand the concepts of ingroup bias, outgroup homogeneity, and stereotype threat.

Recognize the impact of stereotypes, dehumanization, and objectification on social perceptions and attitudes.

Identify the effects of sexism, both hostile and benevolent, on gender dynamics and individual actions.

Analyze the role of system justification theory, terror management theory, and objectification theory in explaining prejudice and discrimination.

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Definitions:

Closed Shop

A labor arrangement whereby all employees must be members of a specific union before being hired, typically agreed upon through union and employer negotiations.

Taft-Hartley Act

A United States federal law that restricts the activities and power of labor unions.

Outlawed

Describes something that has been prohibited or made illegal by law or regulatory authority.

Norris-LaGuardia Act

A 1932 United States federal law that limited the power of federal courts to issue injunctions in nonviolent labor disputes, thereby protecting the right of workers to organize and strike.