The Electronic Tracking of the Choices People Make When They

question 61

Multiple Choice

The electronic tracking of the choices people make when they are surfing the Net is their

• A) click stream.
• B) MUD.
• C) cybertrail.
• D) cookie.

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Definitions:

Summarize Benefits

Involves condensing key advantages or positive aspects of a product, service, or situation into a brief, clear presentation.

Buyer's Needs

The requirements or demands of a consumer that influence their purchasing decisions, including functionality, price, convenience, and status.

Assumptive Close

A sales technique where the salesperson assumes the customer has decided to make a purchase and proceeds with steps to finalize the sale, often leading to a sense of inevitability about the transaction.

Long-Term Customers

Clients or buyers who have been purchasing products or services from a business for an extended period, showing loyalty.