The Goal of Homogeneity in Customers' Likes or Dislikes Is

question 17

True/False

The goal of homogeneity in customers' likes or dislikes is more achievable as the segment size gets smaller, but if the segment is too small, it might not be profitable to serve.

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Definitions:

Customer-Oriented Selling

The adoption of the marketing concept at the level of the individual salesperson and customer.

Customer-Oriented

This concept involves prioritizing customer needs and satisfaction in all aspects of a company’s operations and decision-making processes.

Feature-Advantage-Benefit Approach

A sales strategy that involves highlighting a product's features, explaining their advantages, and demonstrating how they provide benefits to the customer.

SPIN Acronym

Stands for Situation, Problem, Implication, Need-payoff, and is a sales technique used to identify and provide solutions to customer problems.