What should the salesperson focus on to differentiate ShipNow's product from other shipping services?
A) varying shipping speeds available to ShipNow customers
B) ShipNow's lower than average prices for equally fast shipping speeds
C) ShipNow's Internet tracking of packages through the company Website
D) auxiliary products that ShipNow sells, like boxes, envelopes, and packing tape
E) the added value the salesperson creates by making the shipping process easy for the customer
E
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Clarence Inc conducts a market research, which reveals that its market size is of 40% relative importance and the attractiveness rating of this factor is 80 (i.e., attractive)
It identifies that its market growth is of 30% relative importance and scores a rating of 60 (i.e., somewhat attractive); and its buyer power is of 30% relative importance and scores a rating of 40 (i.e., somewhat unattractive). The firm has a market forces factor importance of 30%. Calculate the overall market attractiveness score for the assessed opportunity. A) 18.6 B) 54 C) 60 D) 62 E) 207
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