Marketers Who Set Expectations at a Very Low Level Are

question 11

Multiple Choice

Marketers who set expectations at a very low level are likely to find that:

• A) their customers will engage in an increased incidence of positive word- of- mouth recommendations.
• B) they may attract price- conscious segments.
• C) their customers will exhibit increased levels of dissatisfaction.
• D) they may fail to attract customers.
• E) they may attract many customers.

Realize the importance of established trust and credibility in overcoming source objections.

Understand different types of customer objections in sales processes.

Learn techniques for handling various customer objections effectively.

Analyze the relationship among price, cost, and value in sales.

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Definitions:

1707

The year marking the unification of the Kingdoms of England and Scotland into the Kingdom of Great Britain, as ratified by the Acts of Union.

Political Parties

Organized groups of people with similar political aims and opinions, seeking to influence public policy by getting their candidates elected to public office.

Edmund Burke

An Irish statesman, author, orator, political theorist, and philosopher, known for his support of the American Revolution and as a founder of conservative political theory.

King George III

Monarch of Great Britain and Ireland from 1760 until 1820, whose reign included the American Revolution and the early stages of the Napoleonic Wars.