Harry Goes to the Local Staples Store to Purchase a Laptop

question 122

Multiple Choice

Harry goes to the local Staples store to purchase a laptop. He asks many questions of the salesclerk, compares various models on display, and decides on the Sony Vaio. The salesperson then recommends to Harry that he purchase an extended warranty service contract for the computer. This is an example of

• A) inquiry selling.
• B) formula selling.
• C) method selling.
• D) suggestive selling.
• E) need-satisfaction selling.

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Definitions:

Grapevine

An informal channel of communication, separate from management's formal, official communication channels.

Large Organizations

Entities that operate on a significant scale, often with extensive human and capital resources and a wide geographical presence.