Which of the Following Statements About Positioning a Change Is

question 53

Multiple Choice

Which of the following statements about positioning a change is FALSE?

• A)Positioning a change is similar to positioning a product in the mass market.
• B)How a change is positioned may affect the salesperson's chance of success.
• C)Changing the position of a change may also change the buying center.
• D)Positioning a change is a reactive way of dealing with an initial turn-down at the buying firm.
• E)Positioning a change will require the salesperson study the various constituencies at the buying firm.

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