ListenIf a potential customer has a concern or objection,what should a salesperson do?A) Review the advantages of the productB) Have answers and alternatives readyC) Compare the product to competitorsO D) Offer a discountE) Press to close the sale

While buying a product a potential customer has a lot of concerns and objections in mind related to…

Answered: |f a potential customer has a concern…

Understanding Business

12th Edition

ISBN:9781259929434

Author:William Nickels

Publisher:William Nickels

Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment

Section: Chapter Questions

Problem 1CE

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Multiple choice: 1. How the market will react to a price change of a company? A. Disregard/ do not follow at all B. Delay any price change C. Wait for the other companies to move first D. Shifting to substitute product 2. To build selective demanand A. Comparison ad B. Informative ad C. Persuasive ad D. Reminder ad
Write Short Notes on: A. Brand as search cost reducer B. Brand as promise, bond or pact with maker of product C. Brand as a symbolic device D. Brand as a signal of quality
Before meeting the prospect, the salesperson will collect the information based on Select one: a. How are purchase decisions made b. All the options given c. What products are currently being purchased d. Who is the key decision maker
An adcampaign about a product or service (in a paragrap form).
92) The first firm to sell a new product category is referred to as a(n): a) Product pointer b) Investor c) Market pioneer d) Investors
During the preapproach stage of the selling process, a salesperson should: Question 14 options: a) learn as much as possible about a prospect's organization and its buyers. b) create point-of-purchase displays. c) handle price objections and close the sale. d) provide information about various referrals and discounts available.
Which content is appropriate for visitors in the sales funnel? A) Surveys B) How-to videos C) Pricing information D) Contributed articles E) Customer references
15 Asking people questions about their thoughts and opinions about advertisements is an effective way to conduct marketing research. True False
19. A firm that wanted to conduct a short-term activity in order to boost consumer buying would use which of the following strategies? A) Sales promotions B) Special offers C) Trade shows D) Point-of-sale displays E) Missionary selling
1Identify all of the possible risks of a brand or line extension: Select one or more: a a diluted or damaged customer image of products associated with the line-extended brand b a weakened manufacturing and distribution process c a diluted or damaged brand image 2The first step in outlining a strong marketing positioning statement is to: Select one: a address the target audience b address the key reasons customers should believe in the statement c address the category or frame of reference 3In order for a company to market the same product or service to different markets, what step is critical for the company to take? Select one: a The company should generate different positioning strategies to target the different audiences b The company should show its product or service is similar to its competitors c The company should be consistent and use the same marketing mix for different audiences 4The advantage of market research is that it: Select one: a can be expensive b takes time c can…
Explain how salespeople can generate feedback from buyers. Edit View Insert Format Tools Table 12pt Paragraph v BIUAV 2 T² : v 0 words
Following are the advantages of personal selling, except: O a Most practical promotional option O b. Two way communication Oc. Flexibility O d. Time consuming out of uestion

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|f a potential customer has a concern or objection, what should a salesperson do? U A) Review the advantages of the product U B) Have answers and alternatives ready C) Compare the product to competitors O D) Offer a discount O E) Press to close the sale