The Ferrante Company Sells Custom Music Mixes to Retail Stores

question 27

Multiple Choice

The Ferrante Company sells custom music mixes to retail stores for the purpose of creating a specific mood and increasing sales. Ferrante's major innovation is the ability to correlate sales activity, customer movement, and customer behavior to the songs playing in the background. Jeff Baliyut, a sales representative with Ferrante, is meeting with the merchandising director of a major retail chain that sells kitchen accessories and specialty foods.
-Which of the following is a probing question Jeff can ask the merchandising manager?

• A)If I understand you,knowing only the song playing when the customer reaches the register doesn't take into account patterns of shopping,purchasing triggers,or waits in a checkout line?
• B)Do you have point-of-purchase software that allows you to track time and amount of purchase?
• C)How does your current music provider track the correlation between songs and purchases?
• D)Would it help you to be able to track songs as customers browse and shop?
• E)Does knowing the song playing at the moment the customer gets to the register give you the information you really need to create an effective mix?

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