The life cycles of many products are becoming shorter
a. causing companies to recognize that it may be more advantageous to confront, rather than compete with, the competition.
b. making products in the maturity stage of their life cycle the basis on which firms expect growth to be generated.
c. so companies spend less and less on product design and development because products will not last as long as previously.
d. meaning that tools such as benchmarking and target costing become less important in adapting to the competitive environment.
A
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Explain the concept of buying situation segmentation.
What will be an ideal response?
Recommendations that are made should be ________
A) complex B) so rigorous they stimulate technical experts C) only for those who worked on the project D) A and C E) directly usable as inputs into management decision making
In the ________ stage of the selling process, a company first identifies qualified potential customers
A) preapproach B) follow-up C) prospecting D) presentation E) approach
The term ____________________ describes the interactions and relationships between people within an organization, usually focused on who is gaining or losing power and influence.
Fill in the blank(s) with the appropriate word(s).