Tara Has Identified an Attractive Potential Customer for Her Biodiesel

question 129

Multiple Choice

Tara has identified an attractive potential customer for her biodiesel home power system. She knows the customer is concerned about the environment and has considerable financial resources. The customer is also a respected leader among wealthy environmentalists in the area. Next Tara will

• A)evaluate alternative systems available from competitors to see which is best for the customer.
• B)send the customer a list of frequently mentioned objections and responses to each.
• C)decide if she wants to invite others to the first meeting.
• D)establish goals for meeting with the customer.
• E)call the customer and offer a first-time discount.

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Definitions:

Figure-Ground Patterns

The organization of visual fields into objects (the figures) that stand out from their surroundings (the ground).

Contour

The outline or external form, shape, or boundary of an object.

Gestalt

A psychological approach emphasizing that the whole of anything is greater than its parts, focusing on patterns and context in perception.

Proximity

The closeness or distance between people or objects, which can influence their interactions and perceptions of one another.