Walter sells sporting goods. During sales call planning for an upcoming appointment with a prospect, Walter determines that the prospect could save 10% annually on golf balls by purchasing 50 units of Pinnacle golf balls from Walter. He has determined this advantage while developing a(n):
A. customer profile.
B. customized marketing objective.
C. value analysis.
D. customer benefit plan.
E. individualized sales call objective.
Answer: D
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Revised path-goal theory indicates to managers that they must consider
A. hiring new employees and eliminating current ones who don't fit your leadership style. B. modifying their leadership style to fit employee and task characteristics. C. stirring up the current work environment to generate competition. D. focusing on applying relationship-oriented behaviors for workplace success. E. altering their approach to that of servant leadership.
Examples of word-oriented programming languages are C and Java
Indicate whether the statement is true or false.
A firm that decides to emphasize those goods with the highest contribution margin per unit may have made an incorrect decision when the company has capacity constraints in the form of limited resources.
Answer the following statement true (T) or false (F)
One overlooked internal source of secondary marketing information discussed in the text is
A. sales receipts. B. accounting records. C. interviews with salespeople. D. quality control data. E. consumer surveys.