When Lani Meets New Prospects for the First Time,she Opens

question 11

Multiple Choice

When Lani meets new prospects for the first time,she opens her sales presentation by telling them that if they give her just 20 minutes,she can save them at least $100 dollars per year on their home insurance premiums.Unfortunately,her success rate of closing sales is only about 30 percent.Which of the following,if true,could explain her poor performance in closing deals?

• A) Lani spends an adequate amount of time and effort collecting precall information.
• B) Lani's prospects receive a comprehensive idea of the various features offered by her company.
• C) Lani routinely takes an hour or more to conclude her sales meetings satisfactorily.
• D) Lani is often seen to make adjustments to the sales situation to incorporate the needs of the prospect.
• E) Lani does a good job of highlighting the features,advantages,and benefits of her offer to all the prospects she meets.

Distinguish between different branding strategies such as multiproduct, multibranding, mixed branding, and private branding.

Analyze the risks and benefits associated with brand extension and product line extension strategies.

Identify the effects of branding strategies on advertising and promotion costs.

Compare the impact of different branding strategies on market segmentation and brand identity.

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Definitions:

Mechanistic Designs

Mechanistic designs in organizations are structured, hierarchical, and bureaucratic systems, characterized by clear, rigid divisions of labor and centralization of decision-making.

Tight Structures

Organizational frameworks characterized by strict rules, procedures, and hierarchical relationships intended to ensure control and order.

Horizontal Form

An organizational structure that emphasizes teamwork and collaboration across departments without a strict hierarchy.

Organic Designs

An approach to organizing and designing workplaces that is flexible, adaptable, and focused on collaboration and networking, in contrast to rigid, hierarchical structures.