Which of the Following Represents an Aggressive Approach to Demand

question 179

Multiple Choice

Which of the following represents an aggressive approach to demand management in the service sector when demand and capacity are not particularly well matched?

• A) lower resort hotel room prices on Wednesdays
• B) appointments
• C) reservations
• D) first-come, first-served rule
• E) none of these

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Definitions:

Appeal to the Prospect's Senses

A marketing or sales strategy that focuses on engaging the potential customer’s sensory experiences to influence their purchasing decisions.

Trial Close

A technique used in sales to gauge a prospect’s interest or readiness to buy by asking a question that assumes the sale is being considered.

Creative Imagery

A relaxation and concentration technique that aids in stress management, in which a salesperson envisions successful coping in various sales situations.

Testimonial

A statement or endorsement given by a satisfied customer about the value and quality of a product or service.