You have started raising your first litter of AKC registered Chihuahuas. You want to sell your puppies to the locally owned and operated pet store, Pets and People. How do you find the buyer?
A. Look at the formal organization chart of the company.
B. Get a copy of Pets and People's phone directory, where all buying center members are listed.
C. Contact the store and probe to see who is in charge of buying
D. Locate the decider at Pet and People
E. Wait for Pets and People to call you when they will hear about your new breeding program
Answer: C
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A) strike B) quota C) boycott D) exchange premium E) restrictive product standards
Which of the following would be best when making an appointment with a prospect over the telephone?
A. Begin the call by describing your experience. B. Avoid being persistent when the prospect reacts negatively. C. Present only enough information to create interest. D. Be creative and avoid planning what to say. E. Emphasize the product's features and characteristics.
Which of the following strategies is recommended when listening to negative messages?
A. resisting B. defending C. empathizing D. none of these
When retailers accumulate merchandise from producers in large amounts and sell to consumers in smaller amounts it is considered ________ marketing.
A. B2C B. B2B C. C2C D. C2B E. R2C