1. 2. 3. 4. 5. 6. 7. 8. 9. 10. You work for a cigarette company and up until now have not been convinced that cigarettes cause cancer. A report comes across your desk that clearly shows the link between smoking and cancer. What would you do? Your R & D department has changed one of your products slightly. It is not really "new and improved," but you know that putting this statement on the package and in advertising will increase sales. What would you do? You have been asked to add a stripped-down model to your line that could be advertised to attract customers to the store. The product won't be very good, but salespeople will be able to switch buyers up to the higher-priced units. You are asked to give the green light for this stripped-down version. What would you do? You are considering hiring a product manager who just left a competitor's company. She would be more than happy to tell you all the competitor's plans. What would you do? One of your top dealers in an important territory has had recent family troubles and his sales have slipped. It looks like it will take him a while to straighten our his family trouble. Meanwhile you are losing many sales. Legally, you can terminate the dealer's franchise and replace him. What would you do? You have a chance to win a big account that will mean a lot to you and your company. The purchasing agents hints that a "gift" would influence the decision. Your assistant recommends sending a fine color televison set to the buyer's home. What would you do? You have heard that a competitor has a new product feature that will make a big difference in sales. The competitor will demonstrate the feature in a private dealer meeting at the annual trade show. You can easily send a snooper to this meeting to learn about the new feature. What would you do? You have to choose between three ad campaigns outlined by your agency. The first (A) is a soft-sell, honest information campaign. The second (B) uses sex-loaded emotional appeals and exaggerates the products benefits. The third (C) involves a noisy, irritating commercial that is sure to gain audience attention. Pretests show that the campaigns are effective in the following order: C, B, A. What would you do? You are interviewing a capable woman applicant for a job as a salesperson. She is better qualified than the men just interviewed. Nevertheless, you know that some of your important customers prefer dealing with men, and you will lose some sales if you hire her. What would you do? You are a sales manager in an encyclopedia company. Your competitor's salespeople are getting into homes by pretending to take a research survey. After they finish the survey, they switch to their sales pitch. This technique seems to be very effective. What would you do?
1.
cancer. A report comes across your desk that clearly shows the link between smoking and cancer What would you do?
2
Your R &D department has changed one of your products slightly.It is not really"new and improved
wouldyou do?
3.
You have been asked to add a stripped-down model to your line that could be advertised to attract
What would you do?
4.
5. )
One of your top dealers in an important territory has had recent family troubles and his sales have slipped. It looks like it will take him a while to straighten our his family trouble. Meanwhile you are
dop
6.
You have a chance to win a big account that will mean a lot to you and your company. The purchasing agents hints that a gift would influence the decision. Your assist ant recommends sending a fine color televison set to the buyer's home. What would you do?
7.
You have heard that a competitor has a new product feature that will make a big difference in sales The competitor will demonstrate the feature in a private dealer meeting at the annual trade show. You can easily send a snooper to this meeting to learm about thc new feature. What would you do?
8.
honest information campaign.The second (B) uses 5ex-loaded emotional appeals and exaggerates the products benefits. The third (C) involves a noisy, irrit ating commercial that is Sure to gain audience attention. Pretests show that the campaigns are effective in the following order:C,B,A. What would you do?
'6
You are interviewing a capable woman applicant for a job as a salesperson. She is better qualified than
dealing with men, and you will lose some sales if you hire her. What would you do?
10.
You are a sales manager in an encyclopedia company. Your competitor's salespeople are getting into homes by pretending to take a research survey. After they finish the survey,they 6witch to their sales pit ch. This technique seems to be very effective. What would you do?
