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.

Solutions

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 1 year ago

Next > < Previous

Related Solutions

The goal of a company in the growth life-cycle stage should be to maximize dividends to...

The goal of a company in the growth life-cycle stage should be to maximize dividends to shareholders. True False

5) The goal of an oligopoly is to maximize

5) The goal of an oligopoly is to maximize A) Market share to achieve long-run economic profit. B) Short-run profit to achieve long-run market share. C) Profit in the short run and to minimize cost in the long run. D) Short-run profit to achieve long-run maximum revenue. 6) An increase in the price of butter is likely to cause: A) the demand for butter to stay the same. B) the demand for butter to increase. FACES C) the demand for margarine to increase. D) the demand...

1.The firm’s goal is to maximize profit . Is it the only goal? If not, …...

1.The firm’s goal is to maximize profit . Is it the only goal? If not, … give examples … 2. Should the firm do EVERYTHING to REACH the profit / MAXIMIZE the profit 3. Social Corporate Responsibility. What is it ? To what extent can we afford it?

The primary goal of households is to maximize their utility.

The primary goal of households is to maximize their utility. True False

The main goal of the financial manager is to maximize _______

The main goal of the financial manager is to maximize _______ a) company profit b) stakeholder wealth c) investment capital d) shareholder wealth

Describe a process for assessing communities and priortizing the needs revealed by community assessment?

The goal of the firm is? Maximize Retained Earnings Minimize Risk Maximize Shareholders wealth Maximize Net...

The goal of the firm is? Maximize Retained Earnings Minimize Risk Maximize Shareholders wealth Maximize Net income

What stage of the money-laundering process is occurring if the money launderer is selling a legitimate...

What stage of the money-laundering process is occurring if the money launderer is selling a legitimate business that was purchased with the proceeds of criminal money? The sale and proceeds of the legitimate business appears "clean".

In finance theory, the goal of the firm is said to be “maximize wealth” instead of “maximize profit.”

In finance theory, the goal of the firm is said to be “maximize wealth” instead of “maximize profit.” Define shareholder wealth. How would one measure shareholder wealth? Briefly discuss two limitations of “profit maximization” as a goal for the firm.

Economists normally assume that the goal of a firm is to maximize its total revenue maximize...

Economists normally assume that the goal of a firm is to maximize its total revenue maximize profits minimize costs sell as much as possible

Subjects

		a. cross-selling
		b. referral selling
		c. relationship selling
		d. target selling
		e. quota selling