The Major Strategic Emphasis for Channel Managers to Make Possible

question 13

Multiple Choice

The major strategic emphasis for channel managers to make possible changes to the channel structure or to select different types of intermediaries occurs in the _______ product life cycle stage.

• A) introduction
• B) growth
• C) maturity
• D) decline
• E) stagnation

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Definitions:

Engaged Selling

A sales approach focused on actively listening to the customer's needs and building a relationship rather than just pushing a product.

SPIN Selling

SPIN Selling is a sales technique that focuses on asking potential customers Situation, Problem, Implication, and Need-payoff questions to better understand their needs and offer solutions.

Consequences

The results or outcomes of actions, which can be intended or unintended, positive or negative.

Marketing Concept

The idea that a firm’s long-term success must include a companywide effort to satisfy customer needs and wants.