Tracy Is a Salesperson for Zorc Computers and Is Having

question 29

Multiple Choice

Tracy is a salesperson for Zorc Computers and is having trouble getting sales.Her customers consistently bring up need objections,and she is rarely able to overcome them.In this scenario,chances are Tracy:​

• A)​needs to improve her prospecting and qualifying skills.
• B)is not spending enough time presenting the features and benefits of the products.
• C)​needs to find a way to lower the price of the products.
• D)​does not know the products well enough to sell them.
• E)​is working with customers who are loyal to a different supplier.

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Definitions:

Consumer Tastes

Preferences and inclinations of consumers towards certain products, brands, or services, often influenced by cultural, social, and personal factors.

Price-inelastic

Describes a market situation where the quantity demanded of a product does not change significantly when its price changes.

Price-sensitive

Refers to the degree to which the demand for a product or service is affected by changes in its price.

Unitary-elastic

A demand or supply situation where the percentage change in quantity demanded or supplied is exactly equal to the percentage change in price.