The ________ score indicates the percentage of people who have heard of an endorser or a performer.
A. one of my favorites
B. attractiveness
C. familiarity
D. Q rating
E. similarity
Answer: C
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Benchmarking has become a powerful tool for increasing a company's ________
A) product mix B) mass appeal C) employee training services D) distribution channels E) competitiveness
Jared James is a top salesperson at a leading manufacturer of agricultural machinery parts. He is a classic directive: decisive, fact-oriented, direct, and focused on closing the deal
He understands the importance of style flexing, however, as not all buyers respond to the directive style. Jared has been thinking about how to approach a new client, Alex Doyle, who is a buyer for a huge combine manufacturer. Alex has a supportive style. What adjustments should Jared make in his usual mode of communicating? A) Jared should focus more on benefits and less on facts in his sales presentation to Alex. B) Jared should make an effort to develop rapport with Alex and plan for several conversations before he attempts to close the sale. C) Jared should take Alex out for dinner at a high-profile restaurant so they can develop a personal relationship before he begins to talk about the product. D) Jared should be sure he has the facts to back up any claims he makes to Alex, and consider sending Alex the research and quality-control reports before their first meeting so Alex can examine the documentation. E) Jared should hang back to let Alex guide the conversation during sales calls so that Alex doesn't feel overwhelmed by Jared's blunt presentation style.
Generating short-term wins is important for what reason?
a. To capture the hearts and minds of employees b. To give people an overarching dream of an inspiring future c. To continue pressing forward so that change seeps into the deepest parts of the organization d. To keep employees motivated when large-scale results may be difficult to see immediately
What is meant by the term package body?
What will be an ideal response?