A Sales Executive Working for a Club Identifies Someone Who

question 49

Multiple Choice

A sales executive working for a club identifies someone who frequently visits spa resorts on vacation as a prospective customer.He explains that the club has spa facilities and offers exclusive deals to its members.He compares the cost of membership with that of other clubs and the differences in facilities.In this scenario,the sales executive is implementing the _____ strategy.

• A)creative selling
• B)missionary selling
• C)nonpersonal selling
• D)consultative selling

---

Definitions:

Robinson-Patman Act

An American federal statute that forbids practices that hinder competition among producers, notably price discrimination.

Price Discrimination

A pricing approach in which the same provider charges different prices for products or services that are identical or very similar, depending on the market.

Reference Pricing

The practice of setting a price point for a product or service based on the cost of comparable alternatives in the market.

Original Price

The initial selling price of a product or service before any discounts or promotions are applied.