Relate the three classes of buying decisions to the involvement of the customer in making the purchase decision. Provide an example for each type of purchase decision.
What will be an ideal response?
Routine decisions require low involvement, such as groceries. Limited decision making requires a medium level of customer involvement, such as a printer. Extensive decision making requires high involvement, such as a house or insurance policy.
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Spence is a sales executive with Diamonds International. To classify his sales accounts, Spence used the sales call allocation grid. He classified each account on the basis of the needs of the customer, the customer's ability to pay, and:
A. the company's geographic location relative to the customer's location. B. the key decision makers in the account. C. the customer's geographic location relative to his company's nearest distribution center. D. the time he should spend with the account. E. the present share of the account's purchases of the product.
Which of the following is not a trait of emotional intelligence?
A. self-awareness B. self-sufficiency C. relationship management D. social awareness E. self-management
Which type of cognitive message strategy is a direct promotion of a brand without any claim of superiority?
A) generic B) hyperbole C) preemptive D) brand
Describe at least three TQM techniques. For each, describe how a company would implement this technique.
What will be an ideal response?