21) A company with a polycentric orientation, selling a low-techproduct in a less-developed

country will probably choose to use which of the following typeof sales personnel? (2 points)

A) A former customer in the home country

B) A hybrid sales force

C) Third-country national

D) An expatriate

E) A host-country national

22) Especially popular in Europe, which of the following formsof marketing communication

allows TV viewers to order products from home-shopping channelsby using the remote

control? (2 points)

A) E-commerce

B) Support media

C) Interactive television (ITV)

D) Home shopping networks

E) Infomercials

23) Part of Fiber One's strategic selling model is to start withthe consumer and identify a need

so it may play the role of a problem-solver by fulfilling thatunique need not yet being met.

This would be reflective of which of the following steps in thestrategic selling model? (2

points)

A) Develop a product strategy.

B) Develop a relationship strategy.

C) Develop a marketing strategy.

D) Develop a presentation strategy.

E) Develop a personal selling philosophy.

24) Following the launch of the new Fiber One product line,Fiber One reached out to health

bloggers in an effort to build relationships with prospectivebuyers who were also influential

consumers. This would best be described as ________. (2points)

A) personal selling

B) customer relationship management

C) indirect selling

D) sampling

E) mass marketing

25) Walmart is such a large-volume retailer that it is in aposition to dictate terms to any vendor

wanting to have its products available at Walmart stores. Thisis an example of ________.

(2 points)

A) rivalry among competitors

B) threat of new entrants

C) bargaining power of buyers

D) bargaining power of suppliers

E) threat of substitute products