Which of the following is true of strategic questions?
A) Strategic questions are used by salespeople to dominate conversations and interactions with buyers.
B) Strategic questions make it easier for the salesperson to assume what the buyer has said.
C) Strategic questions use complex and indirect questions to gain the buyer's commitment.
D) Strategic questions make the salesperson rely more on spontaneity while questioning the buyer.
E) Strategic questions stimulate buyers and salespeople to think thoroughly and pragmatically.
Question 2
Which of the following statements regarding advertising expenditures is incorrect?
A) Because advertising is a relatively large part of the total marketing budget for business firms, managers tend to follow simple rules of thumb (e.g., allocate 1 of sales to advertising).
B) The fundamental problem with percentage-of-sales rules is that they implicitly make advertising a consequence rather than a determinant of sales and profits.
C) Percentage-of-sales rules suggest that the business advertiser reduce advertising when sales volumes decline.
D) The decision to match the competition's level of advertising spending is an example of a rule of thumb philosophy.
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