To Determine the ________, a Manager Must Determine What Is

question 61

Multiple Choice

To determine the ________, a manager must determine what is relevant or important to resolving the problem.

• A) geocentric behavior needed
• B) decision criteria
• C) number of allowable alternatives
• D) weighting of decision criteria

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Definitions:

Selling Points

Key features or benefits of a product or service that are highlighted to attract and convince potential buyers.

Extensive Decision Making

Decision-making characteristic of buyers who are unfamiliar with a specific product and who must therefore become highly involved in the decision-making process.

Trial Close

A technique used in sales to gauge a potential customer's interest or likelihood of making a purchase before the deal is finalized.

High-involvement

A term referring to situations or purchase decisions where the consumer spends a lot of time and effort considering and making the decision due to the significance of the outcome.