Chapter 6 Review and Applications

3.1
Why is relationship or personal selling the best way to promote in business marketing?

People in a highly involved decision making process appreciate someone there to ease their cognitive dissonance. In business marketing you most likely are selling an expensive product or something that is worth discussing. Relationship selling creates a rapport and trust between the individuals involved.

5.1
Explain how a marketer can use the Web site census.gov to convert SIC data to the NAICS.

A marketer can use this website to search for goods and services and find out a vast amount of information such as how many of that type of product was consumed last year, how many companies exist that are selling a product and more. A conversion chart is available for marketers to convert SIC codes to NAICS.

5.2
Pick a product and determine its NAICS code. How easy was it to trace the groups and sectors?

I chose to look up bars. The NAICS code for bars serving alcoholic beverages is 722410. It was fairly easy to search for this. It is interesting that there are more specific codes for bars that serve food, bars that are discos, etc.