Davidson-Uphoff & Company Sells Ironware Accessories for Home and Garden

question 298

Multiple Choice

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers.The salespeople for this company are trained to ask probing questions such as,"What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales presentation style that emphasizes the needs and wants of its retailers.Once key needs have been uncovered,the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products.Davidson-Uphoff's salespeople are learning the __________ selling format.

• A)need-satisfaction
• B)formula
• C)stimulus-response
• D)creative
• E)problem resolution

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Definitions:

Consumer Tribes

Groups of people who share similar interests, values, or lifestyles, significantly influencing each other's consumer behavior and brand preferences.

Subcultures of Consumption

Groups of people who share distinctive preferences, consumption habits, and lifestyles, often revolving around specific brands, products, or activities.

Brand's Myth

is the set of stories or beliefs associated with a brand that shapes its identity and emotional appeal to consumers.

Subcultures

Groups within a larger culture that distinguish themselves through distinct beliefs, values, or interests.