1. Once consumers have recognized a need, they begin to search for ways to satisfy that need. The internal search is characterized by A. examining personal memories and knowledge. B. consulting close friends and families before expanding the search to a wider, external group. C. looking through the internal records of a firm, often found on the company Web site. D. using the Internet to find what other consumers feel about a specific product or service. 2. When considering _______, a firm should consider how economic development affects the attributes of a product, how it might standardize the product, and the needs of the target market. A. its international marketing return on investment (IMROI) B. the establishment of a joint venture C. cultural adaptation D. global product strategies 3. Manufacturers would prefer to produce in a country with a trade _______, because it signals a greater opportunity to export products to more markets. A. deficit. B. surplus. C. culture. D. balance. 4. In most cases, countries use tariffs to reduce foreign competition, but tariffs are also used A. as a response to perceived unfair trade practices. B. to stimulate consumer demand. C. to offer domestic discounts. D. to shorten supply chains. 5. For marketers, negative attitudes are typically difficult to change because A. consumers weigh performance risk against functional needs when assessing their attitudes. B. most consumers' attitudes depend on prices. C. attitudes are learned and long lasting. D. attitudes shift consumers from limited to extended problem-solving situations. 6. Rick knows his company's electronic components sales depend on sales of new cars. Rick's company faces _______ demand. A. autocratic B. situational C. derived D. synthetic 7. When entering a foreign market, the least risky strategy is A. joint venture. B. exporting. C. direct investment. D. franchising. 8. GDP is defined as A. greater domestic product. B. the value of a country's annual exports minus its imports. C. national annual income minus national annual taxes. D. the market value of goods and services produced in a country in a year. 9. When Brandon decided he needed a new car, he immediately called his old college roommate, who owns a BMW dealership, to ask questions about options and financing. Brandon was searching for information from a(n) A. internal locus of control. B. decision heuristics establishment. C. internal source. D. external source. 10. Global STP is more complicated than local STP because in global STP, A. consumers may view their role differently in different countries. B. consumer markets are almost totally homogeneous in global markets, making segmentation difficult. C. there are fewer franchising opportunities in global markets. D. most governments have rules against targeting consumers. 11. Derek bought a pickup truck to transport his equipment to fishing tournaments. He also bought a pickup for his lawn maintenance business. His purchases were A. business-to-consumer and business-to-business, respectively. B. both business-to-consumer purchases because he's the user in both situations. C. both business-to-business purchases because he's the user in both situations. D. neither business-to-consumer nor business-to-business because he's the consumer and his uses might be mixed. 12. The processes by which goods, services, capital, people, information, and ideas flow across national borders is known as A. advertising. B. standardization. C. marketing. D. globalization. 13. The main function of the _______ is to ensure that trade flows as smoothly, predictably, and freely as possible. A. World Bank B. WTO C. IMF D. European Union 14. Typically, B2B buyers ask potential suppliers to A. write the RFP for the buyer. B. sponsor interviews with final customers to determine product needs. C. always be involved in reselling. D. submit formal proposals. 15. A(n) _______ is a need or want that's strong enough to cause the person to seek satisfaction. A. price B. attitude C. motive D. perception 16. At many universities, faculty members in the education department were among the first to ask for personal computers. These faculty members were _______ in the buying center. A. buyers B. initiators C. users D. influencers 17. The consumer decision process model represents A. the retrieval of an evoked set based on physiological needs. B. the concept of habitual decision making. C. the predicted process consumers go through when shifting from an internal locus of control to an external locus of control. D. the steps that consumers go through before, during, and after making purchases. 18. Marketers often use principles and theories from _______ to decipher many consumer actions and develop basic strategies for dealing with their behavior. A. physics and chemistry B. sociology and psychology C. history and archeology D. English and mathematics 19. Of the five strategies for entering new markets, direct investment creates the A. least investment cost. B. greatest potential risk. C. most franchisee control. D. opportunity for strong strategic alliances. 20. In the consumer decision process, deciding how long and how much effort to expend searching for information depends on A. the postpurchase anxiety associated with the product or service being considered. B. habitual decision making that most influences the alternative evaluation process. C. the cultural reference group that most influences the alternative evaluation process. D. the degree of perceived risk associated with the product or service being considered. 21. Business-to-business marketing refers to buying and selling goods or services by three of the following. Which of the following does not buy and sell goods in business-to-business marketing? A. Wholesalers B. Retailers C. Manufacturers D. Consumers 22. Gerald is assessing global entry strategies for his gourmet sandwich business. He doesn't want to take much risk, and he's willing to limit his control of international stores. Gerald is likely to use a _______ strategy. A. joint venture B. direct investment C. strategic alliance D. franchising 23. A _______ sets a limit on the amount of an imported item that can enter a country in a time period. A. boycott B. tariff C. quota D. duty 24. Originally, offshoring focused on relocating _______ to lower-cost producer countries. A. countertrade B. services C. franchising D. manufacturing 25. Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are A. less focused on customer value creation. B. based on derived supply analysis. C. centrally planned. D. more formal and structured. `1-25 select the best answer for the question 080602 1. CVS drugstores used both lifestyle and demographic segmentation to A. close unprofitable stores, or stores that would become unprofitable in the near future. B. assist federal drug enforcement agents to track down illegal use of over-the-counter drugs. C. determine what stores in what cities should carry lifestyle products like birth control. D. develop a product mix and set of promotion messages to reach their most frequent and regular shoppers. 2. Paul subscribes to an Internet service that alerts him whenever other firms in his industry are quoted in the media. Paul is using this type of market research primarily to A. monitor his competitors. B. provide a link between him and his production center. C. increase profits through the sale of syndicated data. D. help him understand the needs of his customers. 3- McDonald's used marketing research to develop a store redesign program worldwide. Among the recommendations from the marketing research were efforts for McDonald's to A. eliminate drive-throughs in all future new restaurants. B. identify three actionable segments, each with specific design needs. C. create a quiet, more-private area for customers who wanted a more intimate meeting space. D. abandon its traditional red-and-yellow color scheme for a more patriotic red, white, and blue. 4. The major advantage of primary research data is that it A. is general enough to meet many different researchers' needs. B. takes less time to collect than secondary data. C. can be tailored to meet the specific research needs. D. can be easily accessed through syndicated data bases. 5. Which of the following is a correct statement about marketing research? A. Marketing research should be used ethically and should produce unbiased, factual information. B. Those who conduct marketing research must use a more flexible, less-constraining set of ethical standards if they're to get accurate and useful information. C. Marketing research should encourage the manipulation of respondents when necessary. D. Fundraising should be presented under the guise of being market research. 6-throug analysis of sale data price-cutters retail store found that caustomers who brought butter tended to also buy bananas price-cutters was engaged in A-foucus group analysis B-behavioral analysis C-syndicated surveying D-data mining 7-if values provide goal and self concept is the way we see ourselves lifestyles are A-how we live our live achieve goals B-molivations tumed into perceptual map C-image of how we should live our lives D-marketing manipulation of consumers fears. 8-several years ago, general motors ran an advertising campaign for their olds mobile line of cars using the slogan, not yours father’s automobile’ ’and a young woman as the spokes person AM was attempting to the Oldsmobile line. A-position B-Identify a target market for C-reposition D-feature use salient differentiation 9-IF A Marketer feels the need to abandon the current configuration of the marketing mix to revitalize the product or services one preffer 0ption is A-lifestyle symbolization utilization B-target con centration C-Ideal point perception planning D-repositioning 10-ALEX has found that investment real estate buyers both respond positively to his communication message.Alec has identified ------------that respond similarly to his marketing efforts. A-Geographic segments B-self-concept customers C-market segments D-Mass-customization consumers 11-when penguin catering services first opened the owner decide to target only events at nearby resorts. Penguin catering was using a -------segmentation strategy. A-micromarketing B-benefit C-differentiated d-concentrated 12- 13-if the results of that marketing research provide information that’s used in marketing management decision ,marketing research will. A-become an important profit center in its own right. B-replace the need for detailed planning exercises C-create value D-become an executive staff function 14-withen a perceptual map an ideal point represents where. A-THE lifestyle symbolism matches the consumer’s self-idealization perception. B-costs and benefits equal C-THE marketing mix is established as a base –line D-a particular market segment’s desired product would lie. 15-commercial research firms like CAN Nielsen ,I.D .power ,and summers market research bureau are sour as of A-data mining B-secondary data C-Syndicated data D-primary data 16-the first step in the segmentation process is to A-produce a disclosure statement listing the strengths and weaknesses of the firm’s past marketing strategies. B-clearly articulate the competitions’ modes and methods in advertising C-Produce a perceptual map D-clearly articulate the firm’s vision or marketing strategy objectives 17-Marketing researchers both ethical and not have found it more and more difficult to get quality information,espercially about sensitive topics responsible marketers know they must------to get reluctant respondents to provide honest infant. A-deconstruct unshared questions B-Choose only extroverts and other marketing researchers C-Assure consumer that their in divial d-use either focus group or in-depth interviews 18-victor’s custom auctioneering service provides online auction selling assistance. Victor wants to determine which auction site is best for his customers.to address this question victor should next A- Collect data B- Identify the type of data he needs to have. C- Determine which statistical procedures he will use D- Outline the presentation form at he will use 19-company sales invoices census data and trade association statistics are examples of -------data . A-secondary B-primary C-outdated D-SIMPLISTIC 20-Which of the following is a correct statement is a correct statement about segmentation schemes? A-firms are likely to use multiple segmentation met hods to leverage the capacities of each B-firms are likely to se a different segmentation scheme depending on whether they’re production sales or marking oriented. C-firms are likely to use one or rarely wo segmentation schemes as an economic conveniences D-firms are likely to use selected segment action schemes to enter into undifferentiated markets. 21-Psychographies is the segmentation method that delves into hoco consumers A-allocate scarce incomes on a variety of goods and services B-describe themsechves C-adjust to demographic changes D-watch television 22-AS access to the internet becomes universal it markets many potential market segments become more A-SUBSTANTIAL b-reachable D-perceptive C-Identifiable perceptive 23- travel marketers know baby boomers represent a huge demographic segment they also know baby boomers are heavily motivated by self-fulfillment which creates the possibility of segmentation A-geographic B-self-concept C-benefit D-psychographic 24-retail checkout scanning systems create a tremendous amount of purchasing information usually stored in a company’s A-web site B-data warehouse C-iPod system B-Syndicated data service 25-benefit-cost analysis in market search weigh the A-potential benefit of exploratory research against the exact benefit of conclusive research B-benefit of answering question against cost of the research C-benefit of a M k l s versus the cost of the research . D-Benefit of primary data research versus the benefit of secondary data research 1-25 SELECT THE BEST ANSWER FOR THE QUESTION number 080603 1-because services like airline flights and hotel beds are------many marketers attempt to matin demand with supply using pricing strategies. A-variable B-intangible C-inseparable D-perishable 2-Afirm’s product line bread this it’s A-number of categories that are naturally exclusives B-depth divided by its profitability C-number of product lines D-number of SKU S per product line 3-colgate Palmolive’s------includes oral care house hold care, fabric car,and pet nutrition product lines A-product assortment B-primary packaging parts C-perceived genius cobrands D-product personality 4-one of the benefits to a firms of introducing new to the would products service’s A-cost savings B-late-majority marketing C-A greater market share that can be held over an extended period of time D-the ability to avoid having to pay pianeess for new-product development 5-many product dominant firms use quality service A-to maintain a sustainable competitive advantage. B-AS A way to minimize the cost of production C-as a way to increase the perishability of their product induce replacement purses. D-support a standards gap. 6-innovators are critical to new-product marketers because they A-help the product gain maket acceptance B-are the major source of innovation C-act as reverse engineering consultants D-help with test marketing 7-during the -----slage of the product life cycle, sales are low and profits are small or negative. A-introduction B-growth C-leveling D-maturity 8-private-label brands like gap and Victoria’s secret have increased in importance along with the increased power of------in the supply chain a wholesalers A-wholesalers B-supply chain specialist c-manufacturers D-retailers 9-A major limitationin the use of internal R&D departments for new-idea generation is that A- The department tend to create too many block busters B- The costs tend to be quite high C- Few scientists have practical ideas D- The departments tend to be dissolved once sufficient ideas have been generated. 10-marketers study ------to see how new products are being customized or adapted and to dis cover new tends in the market place. A-lead uses B-market test C-reverse test D-laggards 11-the consumer may seek additional product information in a secondary package, while retailer is concerned about how convenient the secondary package is for-------and selling the product A-displaying B-segmenting c-increasing D-motivating 12-------represents the systems and equipment resources that services providers need to be able to close the delivery gap. A-quality mechanies B-instrumental support C-Services in Fras structures D-Dynamic support 13-by the time BMW and Mercedes Benz entered the minc-SUU market there were many competitors, sales had peaked and profit were declining. These firms entered the market during the-----stage of the product life cycle. A-mativity B-decline C-growth D-leveling 14------means allowing employes to make decisions about how service is provided to customers. A-empowerment B-knowledge control C-standards enforcement D-quality control 15- A---gap reflects difference between customers expectations and the firm’s Perception of those customer expectations A-seniority B-knowledge C-delivery d- standards 16-early personal computers cost several thousand dollars allowing competitors to A-introduce lower-priced alternatively B-focus on making improved vers C-focus on creating demand for their brand d-spend less on introductory advertising to consumers 17- successful first movers create a market or a product category and benefit from being readily recognizable to consumers and. A-not needing to do test marketing B-using prototypes to dominate the market C-establishing an early market share lead D-not having to pay advertising 18-choosing a name for a brand A-a maybe complicated by the legal restrictions in several states that require the corporate name to be included B-is easy once accompany does the research. C-is serious buniness and humorous names have been shown to detract from the brand D-may depend on the usage performance of the product. 19-the process by which use of a new product or service spreads throughout a market group is reffend to as A-new- product introduction B- lead-user dispersion c-diffusion innovation D-test-marketing effectiveness 20-through research firms can close the -----gap matching customer expectations with actual service. A-standards B-knowledge C-delivery D-seniouty 21-when confronted with an angry and emotional customer,the best first step toward service recovery is to A-match the person’s voice is intensity and volume to gain control of the confrontation B-listen carefully and with empathy-until the customer feels he or she has been heard. c-gently but firms tell the person you want tolerate being addressed in that tone of voice and turn away until he or she calms down. D-call security in case it’s necessary to escort the person from the buildings 22-gatorade was new product that came out of research at the university of the Florida.the drink company used -----to gain access to the new product idea A-R&D efforts B-consumer-research C-licensing D-brainstorming 23-the basic benefit of a brand is that it A-creates a basis for effective packaging B-allows manufacturers to ignore promotional expenditures C-offers consumers promotional parity D-provides a way for a firm to differentiate its product offerings From those of its competitors 24-during the -----stage of the product life cycle, sales rise,rapidly,of competitors. A-introduction B-growth C-decline D-maturity 25-many hotels use-------to overcome the problem of in reparability of services A-promotional discounts B-peris ability gap analysis C-point-of purchase displays D-satisfaction guarantees SELECT THE BEST ANSWER FOR THE QUESTION number 080604 1----- are combating competitive pressures by increasing the amount of exclusive and private label merchandise strengthening customer loyalty Programs and expanding their online presence A-convenience store B-department store d-limeted assortment supermarkets 2-the internel has compelled all retailers to expect price-sensitille customers but because customers can purchase electronics at highly discounted prices those stores that sell the same electronic prices must adjust their prices and A-try to block access to the sites are deeply discounting the prices. B-take the internet retailers to court if they feel they’re being harmed C-seek lower prices from the manufacturers to at least equal the prices paid for the merchandise by the intailers B-Add services and advice to change the customer’s focus away from price competition. 3-general mills a manufacturer of a variety of food products might engage target,coslco,wal-mart-and Kroger in a A-CPR B-JIT C-QR D-CPFR 4-the most significant potential benefit of the internet channel is its A-potential to provide customers with instant gratification b-capacity for providing location options for maintaining inventory c-ability to personalize information for each customer on a cost- effective as is. d-capacity for a touch and feel customer experience 5-naomi owns and manages a gift stores that features merchandise for many holidays throughout the year. Some are novelty items that are mass produced and some hand crafted. Manufacture and creation of these items occur throughout the year, but in cycles different from the customers’ purchases. To be successful nsomi must pay special attention to the supply chain management goal of providing products at the right. A-time b-quantities c-locations d-services levels 6-manufactures use wholesalers and retailers because A-wholesalers and retailers are traditionally accepted by frequent loyal shoppers, B-manufactures have no other choice due to the legal c-the wholesalers control the retailers. D-wholesalers and retailers create value through convenience and lower prices. 7-have saved advantages over manufactures in selling directly to customers they’re generally more efficient in dealing with customers they can offer choices, and they can offer customers one stop shopped for complex or complicated purchases. A-online firms b-wholesalers c-catalog channels d-retailers 8-at the break-even point----are zero A-contribution per unit b-price c-profits d-costs 9-because of the way--------buy merchandise customers can never be confident that the same merchandise will be in stock each time they visit the store. A-offe –price retailers b-department stores c-downstream value stores d-discount stores 10-which of the following is most likely to be characterized by oligopolistic competition in the united states A-stationary B-men’s clothing c-soft drinks d-soybeans 11-the break even point estimated by A-diving fixed costs by contribution per unit b-multiplying revenue per unit times the quantities sold c-dividing fixed costs by contribution per unit 12-Alhough conflict is likely tp occur in any supply chain it’s generally more pronounced when A-manufactures pressure retailers. B-the supply chain members are Geographically too each other C- the supply chain members are independent entities. D-retailers pressure manufactures. 13-as the logistics manger Priscilla should focus on the movement and control of the company’s physical products chain manager, should focus on. A-maximizing efficiency by constantly production costs. B-oversight and coordination of supply chain promotional considerations C-the interplay between pricing and product allocation decision D-awareness of and coordination of the relationship amomg supply chain members. 14-A distribution centers is typically operated by A-vertically integrated consumer net works b-retailers manufactures or distribution specialists c- joint corporate-government ventures d- individual consumers. 15-coupons,rebates, and online discounts are types of A-in- store promotion b-off-price wholesaling c-pricing promotions d-specialty product displays. 16- retailers with strong brand names of their own might operate out let stores to items in their own factory stores A-keep manufactures from selling similar B-complete with category specialist stores C- extend the useful life of mature product y d-sell excess inventory that might have to be sold at markdown fricesin regular stores. 17-if a manufactures was unhappy with either intensive or exclusive distributions a logical choice, which incorporates some features from both, would be -----distribution. A- Selective B- Case by case C- Compromise D- Moderate 18- some companies want to get their products into many outlets as possible these companies understand that the more of their products they’ll sell. If this idea is consistent with the company’s overall destruction A-collectively exhaustive B-exclusive c-selective d-intensive 19-the fait that millions of consumers are using online search engines for comparison shopping has A-increased the number of oligopoly market B-reduced overall demand c-reduced the contribution per unit cross d-pricing elasticity 20-labor materials, and energy are typically-----costs A- VARIABLE B- Inelastic C- Incidental D- Fixed 21-today many rulers use targeted promotion, direct sales person contact, customized service, and consumer information to provide added service to A-strategic partners in the supply chain b-friends and families of employees c-manufactures whose products are in their stores d-their best customers. 22-in------competition there are may firms providing differentiated products A-oligopolistic b-conventional c-monopolistic d-pure 23-every marketing decision is affected by and has an effect on A-universal product code verification systems B-intranet efficiency c-the supply chain d-electronic data intensity 24-heath clubs often rise a low introductory offer price to get people to join Their club these low prices represent a------orientation pricing strategy A-target rectum b-target profit c- maximizing profit d-sales 25-benton manages a building supply company he wants to invite 20 of his most valuable customers who are building contractors to a golf use the firm’s----to identify these customer. A-annual sales report b-specialty-store sales c-CRM deva base d-internet SELECT BEST ASWER NUMBER 080605 1-in the AIDA model the think stage is the----------stage. A-desire b-awareness c-action d-interest 2-advertising has the advantages of being flexible and highly targeted and it can be personalized. A-television b-direct mail c-news paper d-radio 3-borandon is the process of qualifying AB leads he received from office. Brandon should assess. A-Whether it’ worthwhile to pursue these potential customers b-what objections he’s likely to receive from the customers competitors product in the past c-how often these customers have bought his d-which trade show the leads might attend. 4-when Motorola first entered the Mexican market place, the company wanted direct control of sale people in major urban markets but wasn’t as concerned about control in smaller areas of the country Motorola probably used ------- in major urban areas and manufacturer’s reps in smaller Ares of Mexico. A-independent agents b-customer relationships c-order takers d-a company sales force. 5-one of the advantages of niche media is that these communication channels often allow marketers to A-research a larger audience than mass media b-change and personalize their messages c-use major events like the super Bowe d- sell cooperative space to co-sponsors 6-the right communication channel to use in I M C in that A-is traditionally used in that particular retail sector b-connects to the desired recipients c-has the best encoding capabilities d-maximizes decoding difficulty 7-yesenia is working on an advertisement to promote consumer awareness of the danger of skin cancer from solar radiation Yesinia’s first concern should be to A-enlist creative advertising b-use public relations to by advertising space c- get consumers attention d-make sure firms producing suns screen lotion approve 8-which of the following is a correct statement about the produce of public relations? A- The practice of public relations has become more and more attractive although the costs are often prohibitively high. B- The practice of public relations has changed from a marketing –research Based approval to a more proactive approach. c-the practice of public relations should be included in marketing strategy and plans, even if it generates only media attention and good will. d-the practice of public relations is effective for only large organizations 9- many retailers like best by have reduced their use of ------because of complaints from consumers and law suits claiming firms didn’t fulfill then A-preuims b-sweeps takes c-deals d-rebates 10-in the IMC communication process the---------------develops the marketing communication message. A-instructor b-transomitter c-sender d-receiver 11-josh stays connected to his would by his cell phone. HE reads newspapers or magazine only occasionally. If you were a marketer with just the right product for josh you should probably try A-e-marketing b-telemarketing c-m-commerce d-personal selling 12-which of the following’s the best example of puffery A-take two and call us in the morning b-happy hour every Friday c-you’ve tried the nest now try the best d-all natural ingredients 13-the content of an advertising message is closely tied to the characterizes of the. A-post testing B-natural demand c- competitions expected future messages d-media selected to carry the message 14-yona identified the target audience for her line of Russian jewelry. She’s wisely creating an advertising plan that will A-allow her skip the assement stage at the end of the campaign. b-offer discounts to media as an incentive to carry out her plan c-encapsulate her unique selling proposition d-clarify the goal of the advertising campaign 15-the goal of IMC MUST A-expand the advertising budget expands. B-be explicit and measurable c-include both the moise effect and the transmitter effect d-be decoded before they’re encoded 16- Advertiser often face the problem that consumers A-tell their friends about the and spoil the punch line at the end b- remember the message but forget the brand c-react to their message before getting to the fine print or disclaimers at the end. d-fail to screen out their message on a timely bases 17-generally when advertising to consumers an advertising campaign should A-take a pull strategy b-offset sales promotion costs c-stimulate interest among members of the supply chain d-maximize media planning 18-automobile manufactures often use televion advertising showing an eye-catching man or woman driving the manufacturer’s stylish new car on a winding road along a beautiful ocean vista these types of ads have-----appeal A-emotional b-niche-marketing proposition c-post-puffery d-informational 19-kevin is recognized by his friends as being an activist on many fronts .he prefers to by products and services from firms that donate part of his the total price of his purchase to organizations he supports marketers recognize that his approach can be an important competitive tool it’s called A-cause –related marketing b-business social responsibility c-voluntary premium pricing d-social-activist marketing 20-when a product has gained a certain level of brand awareness, firms used -----advertising to motivate consumers to take action. A-institutional b-reminder c-informative d-persuasive 21-when customers can directly order and check order status using the internal it’s a win-win situation for both the customer and the rep .customers Get quick reponse,especially for the information need and salespeople can -----and increase their effectiveness and responsiveness A-focus more time on creative and technical aspect of their jobs b-distance themselves from relationship selling. c-adopt more order-taker responsibilities d-qualify for higher commissions 22-the proliferation of new media alternatives has led many firm to shift their promotional budgets from A- Publicity to public relations B- Advertising to direct marketing Web-site development. And other forms of promotion C- Personal selling to advertising D- Integrated marketing communication to disintegrated marketing communications. 23-kelly is the head of marketing for a cultural non profit agency, and she has just received the go-ahead from her board of directors to conduct the a agency’s first-ever advertising campaign. Her first step should be to A-evaluate and select the media b-set the advertising objectives c-identify the target audience d-determine the advertising budget. 24-often a(n)------accomplishes task of encoding IMC message A-advertising agency b- media channel c-noise reduction specialist d-consumer interest group. 25-rodney in an effective sales representative who combines the technology internet in his CRM system with a high touch approach in which he . A-focus on the important transaction instead of trying to develop relationships that more time than they’re worth B-frequent calls clients and prospects to share news with them while not always’re worth. c-uses an auto-dialer to cut down on the time it takes to place calls to clients and prospects d-uses the data mining capacity to focus exclusively on high-potential clients. C-