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Cleveland Solvents has field sales staff, a customer service department, and two individuals who manage the “tech hotline.” These individuals not only answer technical questions from customers, they also identify customer needs and recommend products that can fill those needs. They have the ability to initiate and close sales on the spot. These individuals are essentially participating in:

Marriott Vacation Club operates time share vacation properties across the world and employs sales representatives to contact potential buyers to offer a complimentary two or three day stay at one of their locations. Initial contact is made by telephone and Marriott targets high income families with kids or empty nesters who enjoy traveling. Once a consumer visits the Marriott Vacation property, they attend a property tour and meeting with a vacation consultant who presents the opportunity of purchasing a time share as well as the benefits of owning a Marriott time share. What type of sales channel is Marriott Vacation Club utilizing once customers visit the property and experience a personal presentation?

The top marketing manager of your company has asked you to make recommendations about your sales representatives who make up the sales force for your business-to-business auto parts customers. These territories are geographically structured and the goal is to move away from territory-based sales to customer-oriented sales; as a result, these sales reps may be reassigned.Based on this project request, what element of the sales force management process will you focus on?

Canteen Company is a major supplier for vending machines in a variety of locations such as schools, offices, and public buildings. A Canteen sales representative typically sets appointments to meet with customers and discuss their needs for vending services. Once a customer account is signed, Canteen keeps the vending machine operating and stocked with the preferred products. What type of sales channel does this describe?

People love celebrity gossip, which is what makes your Hollywood insider magazine so popular. That’s why your product is sold in a wide range of outlets, from bookstores to drugstores and convenience stores to outdoor kiosks. As the marketing director for the magazine, you’ve set up a fairly long distribution channel because:

The Coffee Hound is a specialty coffee cafe that roasts its own beans and specializes on pour-over coffee drinks. The Coffee Hound hopes to increase its sales of whole and ground beans and offers free samples of flavored coffees daily. The primary objective of offering free samples is to

Describe how an amorphous solid differs from a crystalline solid.

Vandelay Industries manufactures a range of latex products. Vandelay recently purchased new equipment to manufacture latex gloves for the medical community.  The new machinery costs $70,000 and can produce 40,000 pairs of gloves each day.  The raw latex material for each pair of gloves costs $.03 and Vandelay sells the gloves at a wholesale price of $.10 a pair.  Vandelay’s contribution margin for a pair of gloves is:

Brands which can differentiate themselves from competitors by features, quality, or service are able to:

When a meteoroid enters Earth’s atmosphere and becomes luminous, it is called a(n) ______________.