Since Service Companies Have Determined They Need Not Serve All

question 3

Multiple Choice

Since service companies have determined they need not serve all customers equally well, they have divided their target markets according to:

• A) Current and/or future profitability
• B) Behavior
• C) Usage
• D) Volume
• E) User characteristics

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Definitions:

Distribution Intermediaries

Entities that facilitate the movement of products from the producer to the consumer, such as wholesalers and retailers.

B₂B Sales

Business-to-Business sales involve transactions between businesses, such as between a manufacturer and a wholesaler, or a wholesaler and a retailer.

Decision Maker

An individual or group responsible for making choices that influence outcomes, particularly in business or organizational contexts.

Personal Selling Process

A sequence of seven steps that salespeople follow to acquire new customers and obtain orders: prospecting and qualifying; preapproach; approach; presentation; handling objections; gaining commitment; and follow-up.