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Scenario 17.2 Use the Following to Answer the Questions

question 97

Multiple Choice

Scenario 17.2
Use the following to answer the questions.
The Presto Company manufactures several types of household appliances, including blenders, waffle makers, and home deep fryers. Presto sells its products to retail stores such as Kohl's, Macy's, and J.C. Penney through its own sales force. Kerry Wilson is one of Presto's salespeople, who is responsible for stores headquartered in Region 1 of the U.S. Kerry, has just come from a monthly meeting where she has been informed about the new stovetop grill that will be part of next season's lineup. Presto's marketing department has developed a promotional plan for the new grill and outlined that plan for the sales staff in the meeting. The promotional plan for the next 60 days will include television commercials which demonstrate the new grill, in-store rebates, and a customer contest for the best grilled sandwich recipe. In addition, Kerry and other members of the sales force will be given a free grill for their own home use so they can become more familiar with the product. Presto is also offering a free trip to New York City for their staff salesperson who has the highest dollar in sales to his or her stores. To encourage the retail stores to push this product, Presto will offer the retail store a $5 discount for each grill that the store purchases after the 60-day promotion is over.
-Refer to Scenario 17.2. Presto's use of free trip to New York is an example of , while the $5 discount to its retail stores is an example of .

Definitions:

Confirmation Bias

The inclination to seek out, understand, prefer, and remember information that supports or validates one's existing beliefs or theories.

Information

Data processed, organized, and structured such that it has context and relevance, and can be used to enhance understanding or make decisions.

Beliefs

Beliefs are convictions or acceptances that something is true or exists, often without the immediate evidence to prove it definitively.

Availability Heuristic

A brainy shortcut that leverages the on-the-spot examples present in someone's memory when they are deliberating over a distinct topic, concept, plan, or decision.