Your Firm Has Experienced a Decline in Sales Over the Last

question 6

Multiple Choice

Your firm has experienced a decline in sales over the last three quarters. You have traced the problems to distribution inefficiencies. Which of the following should you track to ensure that the firm's distribution efficiency is maximized?

• A) average sales per point of sale
• B) sales from new products
• C) trial rate
• D) repurchase rate
• E) new customer gains

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Definitions:

Conditioned Response

A conditioned reaction to a once neutral stimulus that has been paired with an unconditioned stimulus.

Acquisition

The initial stage of learning or conditioning in which a response is established or a skill is begun to be learned.

Contiguity

In psychology, contiguity refers to the closeness or proximity in time or space between two events or stimuli, often associated with classical conditioning.

Classical Conditioning

The phenomenon where a response, initially elicited by a second stimulus, is later elicited by the first stimulus alone, due to the repeated association of the two stimuli.