Many brick-and-click competitors became stronger contenders in the marketplace than the pure-click firms because they had a larger pool of resources to work with and ________.

A: Better prices

B: Well-established brand names

C: One-on-one communications

D: direct selling capability

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Well-established brand names

The __________ is practiced most aggressively with unsought goods, goods that buyers normally do not think of buying, such as insurance, encyclopedias, and funeral plots.

A: Marketing concept

B: Selling concept

C: Production concept

D: Product concept

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Selling concept

The ________ concept holds that consumers will favor those products that offer the most quality, performance, or innovative features.

A: Product

B: Marketing

C: Production

D: Selling

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Product

The concept holds that consumers and businesses, if left alone, will ordinarily not buy enough of the organizations products is termed as____________?

A: Production Concept

B: Selling Concept

C: Marketing Concept

D: Buying Concept

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Selling Concept

Several scholars have found that companies who embrace the marketing concept achieve superior performance. This was first demonstrated for companies practicing a ___________ understanding and meeting customers expressed needs.

A: Reactive market orientation

B: Proactive marketing orientation

C: Total market orientation

D: Impulsive market orientation

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Reactive market orientation

In the course of converting to a marketing orientation, a company faces three hurdles _______.

A: Organized resistance, slow learning, and fast forgetting

B: Management, customer reaction, competitive response

C: Decreased profits, increased R&D, additional distribution

D: Forecasted demand, increased sales expense, increased inventory costs

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Organized resistance, slow learning, and fast forgetting

Companies that practice both a reactive and proactive marketing orientation are implementing a __________ and are likely to be the most successful.

A: Total market orientation

B: External focus

C: Customer focus

D: Competitive, customer focus

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Total market orientation

Marketers argue for a __________ in which all functions work together to respond to, serve, and satisfy the customer.

A: Cross-functional team orientation

B: Collaboration model

C: Customer orientation

D: Management-driven organization

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Customer orientation

Sales force compensation should direct the sales force toward activities that are consistent with _________ ?

A: Overall company strategies

B: Overall company objectives

C: Overall department objectives

D: Overall marketing objectives

E: All of the above

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All of the above

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