Setting Research Objectives and Identifying Possible Marketing Actions That Might

question 141

Multiple Choice

Setting research objectives and identifying possible marketing actions that might result from the research would take place during which step of the five-step marketing research approach?

• A) Collect relevant information.
• B) Develop the research plan.
• C) Develop findings.
• D) Obtain secondary data.
• E) Define the problem.

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Definitions:

Convert the Objection

A sales technique involving addressing a potential buyer's concerns in a way that turns the objection into a reason for making the purchase.

Prospect's Objection

A potential customer's expressed concerns or doubts about a product or service during a sales process.

Assumptive Close

A sales technique that assumes the customer has already agreed to purchase and moves directly to the logistics of the transaction.

Salesperson

An individual who sells products or services, often directly to customers, using persuasive techniques to achieve sales goals.