The goal of the needs assessment stage in the selling process is ____________________. a. to maximize...

The goal of the needs assessment stage in the selling process is ____________________.

		a. to maximize the fit between what the company can offer and the customer's needs
		b. to figure out what competitors are offering the customer
		c. to identify how much the potential customer is willing to pay
		d. calculate the probability that the customer will end up buying from the company
		e.decide how to best convince the buyer to buy the company's top-of-the line product

Online retailers of clothing often provide recommendations for additional products a customer should buy that would "complete the look." This is an example of _____________________________.

a. cross-selling

b. referral selling

c. relationship selling

d. target selling

e. quota selling

The idea behind CRM (Customer Relationship Management) is that _______________________________.

		1. customers must be managed in order for them to understand how services should be used
		2. a company should build relationships with its stakeholder customers through the use of publicity
		3. it is important to maximize short-term profit
		4. knowing more about individual customers will help a company serve its customers better
		5. customers should take a bigger role in creating products of the future

For which situation would personal selling be the most appropriate choice?

		a. Facebook would like to encourage older consumers to use its service.
		b. Coca-Cola would like to remind its customers to drink more soda.
		c. Gatorade is launching a new organic sportsdrink.
		d. Nike is launching a new sneaker.
		e.GE Healthcare is selling medical equipment to hospitals.

Expert Solution

Answer 1 : A. To maximize the fit between what the company can offer and the customer's needs.

Explanation : In the needs assessment, goal of the salesperson is to know the fit between what company offers and customer needs so that they know the potential market needs.

Answer 2 : A. Cross-selling

Explanation : Cross-selling refers to selling an additional products related to previous purchase to the existing customers.

Answer 3 : 4. Knowing more about individual customers will help a company serve its customers better.

Explanation : Due to customer relationship management, company is in better position to understand the needs of customers so that they can serve them better.

Answer 4 : E. GE Healthcare is selling medical equipment to hospitals.

Explanation : Personal selling approach is usually used for durable products such as medical equipment so that it gets more effective.

keosha answered 2 years ago

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