What is the best reason to listen to a prospect's objections carefully before responding?
A. The prospect may not understand the difference between listening and hearing.
B. The Golden Rule of Selling emphasizes the importance of listening.
C. The salesperson could answer the wrong objection.
D. Timing and listening are critical to achieving short-term sales goals.
E. Many objections are practical ones.
Answer: C
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Answer the following statement true (T) or false (F)
Which of the following characteristics of electronic commerce creates customer value by contributing to time and place utility?
A. Products available in the marketspace are more easily customized. B. Electronic commerce makes products and services available to customers faster. C. Consumers can tell marketers exactly what they want in the marketspace. D. Customers can shop in the marketspace anywhere at any time. E. Comparison shopping is easier in the marketspace than in the marketplace.
________ enhance utilities by providing a wide array of specific functions including physical distribution functions, transaction and communication functions, and facilitating functions.
A. Pull strategies B. Channel intermediaries C. Value networks D. Indirect channels E. Direct channels
Discuss the relationship between zoning, exotic dancing and the O'Brien test
What will be an ideal response?