Explain why and how the sales person may use adaptive selling
What will be an ideal response?
Recognizing the variation in selling situations, sales professionals practice adaptive selling, that is, the altering of sales behaviors during a customer interaction or across customer interactions based on perceived information about the nature of the selling situation. Of these behavioral changes, modifying the sales approach is the most pertinent. Salespeople can also alter their communication style, by becoming more or less technical, to better match a purchasing manager's competence and personality. They can also modify message content, perhaps varying emphasis placed on certain offering benefits. Salespeople can change their call strategy by deviating from the call plan.
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Trends Inc produces and markets casual wear for men and women. The company wants to be a global brand and is planning to enter a few chosen markets across Europe and Asia
To accommodate the differences in purchasing power and costs of shipping goods to the retailers, the company has decided to use cost-based pricing in each country. In order to ensure that this strategy is successful, Trends must first make sure that ________. A) all the countries it is planning to enter have similar laws and regulations B) competing offerings in the different markets are not priced lower C) all competitors follow cost-based pricing D) its marketing communication targets rival firms in the respective markets to prove its superiority E) its transfer prices are high
Which of the following does NOT help combat both the physical and the mental effects of speech anxiety?
a. Speaking on a topic you really care about b. Paying more attention to details than to main ideas c. Preparing thoroughly for the speechmaking event d. Keeping in mind that listeners are unlikely to perceive our signs of anxiety
External supplier firms may be classified into the two categories of full service and field data service firms
Indicate whether the statement is true or false
Damaged and obsolete goods that can be sold:
A. Are included in inventory at their net realizable value. B. Should be disposed of immediately. C. Are included in inventory at their full cost. D. Are assigned a value of zero. E. Are never counted as inventory.