Travis Computing Systems Earns Most of Its Revenue from Sales

question 104

Multiple Choice

Travis Computing Systems earns most of its revenue from sales and in-person computer services. The sales force at Travis recently began telemarketing and online selling. How would telemarketing and online selling most likely benefit Travis?

• A) The need for an outside sales force would be completely eliminated through telemarketing.
• B) Travis sales reps would be able to engage in more frequent face-to-face interaction with large, high-value customers.
• C) Travis sales reps would be able to service hard-to-reach customers more effectively.
• D) The overhead costs of Travis would significantly decrease.
• E) The current liabilities of Travis would decrease.

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Definitions:

Environmental Scanning

is the process of systematically gathering information about the external environment to identify potential threats and opportunities.

Competitive Intelligence

The process of gathering, analyzing, and using information about competitors, market trends, and the business environment to support strategic decision making.

Product Positioning

The process of market positioning of a product, including strategies to present a product in the best possible light to different target markets.

Perceptual Marketing

Marketing strategies that focus on influencing consumers’ perceptions and attitudes towards a product or brand rather than its actual attributes.