Stephen Murdock Realizes That He Needs a New Car, So

question 179

Multiple Choice

Stephen Murdock realizes that he needs a new car, so he has read through Consumer Reports and has visited selected dealerships to gather more information. According to the steps involved in a purchase decision, he is ready to

• A) weigh the various options that have come to light.
• B) make a choice.
• C) acknowledge that a problem exists.
• D) look for information that may include brand names and product characteristics.
• E) acquire the car.

Recognize the importance of reliable and valid performance appraisal systems and familiarize with different appraisal methods.

Understand the difference and relationship between a job, work, and an organizational position.

Identify the six patterns people follow in defining work.

Understand the principles of scientific management and its impact on job design.

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Definitions:

Inbound Marketing

Marketing activities that draw the attention of customers through blogs, Twitter, LinkedIn, and other online sources, rather than using more traditional activities that require having to go out to get customers’ attention, such as making a sales call.

Preapproach Stage

A phase in the sales process where research and planning are conducted before making initial contact with a prospective customer.

Sales Presentation

A speech or demonstration by a salesperson to introduce a product or service to potential customers, aiming to generate interest and close a sale.

Preapproach Stage

The stage of the sales process where initial research is conducted and strategies are devised before making direct contact with potential customers.