Terrance has identified that a customer strongly identifies with social groups and is influenced heavily by her role, reference, social class, and culture. What would be important for Terrance to do to win the sale from this customer?
A) Position the product as being a luxury product.
B) Position the product as fitting with the groups the customer identifies with.
C) Position the product as being the standard across all groups.
D) Assume the mannerisms of the culture the customer identifies with.
E) Mimic the customer's speech patterns to create rapport.
B
You might also like to view...
The international marketing manager of an office furniture company ordered a research report on global telecommunications equipment sales The report noted that, in the early 1990s, AT&T was awarded a $4 billion contract to provide communication network products and services in Saudi Arabia. The manager took this as a cue to put Saudi Arabia on her information agenda, reasoning that office furniture sales would increase as the country's telephone system was improved. As described here, the marketing manager is viewing Saudi Arabia as a(n):
A) latent market. B) incipient market. C) cluster market. D) existing market. E) primary market.
Asking a series of questions in a predetermined order is done in what type of interview?
A) Screening interview B) Panel interview C) Open ended interview D) Structured interview E) Behavioral interview
Picture Puzzle Company The Picture Puzzle Company has the following estimates for producing a single batch of 500 custom-made puzzles: Wait time 10 days Inspection time 1 hour Processing time 3 days Move time 1 day Refer to the Picture Puzzle Company information above. The total value-added time is:
A) 14 days and 1 hour. B) 13 days. C) 3 days. D) 4 days.
Insurance policies often contain a covenant of good faith and fair dealing. Even if the clause is not in the policy, often courts will imply it. Explain the covenant of good faith and fair dealing and provide an example illustrating when an insurance company might breach this covenant