Terrance Simpson Is a Sales Representative for Swim-Tex, a Swimming

question 16

Essay

Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both consumers and businesses.
-Terrance has identified that a customer strongly identifies with social groups and is influenced heavily by her role,reference,social class,and culture. What would be important for Terrance to do to win the sale from this customer?
A)Position the product as being a luxury product.
B)Position the product as fitting with the groups the customer identifies with.
C)Position the product as being the standard across all groups.
D)Assume the mannerisms of the culture the customer identifies with.
E)Mimic the customer's speech patterns to create rapport.

• A)Position the product as being a luxury product.
• B)Position the product as fitting with the groups the customer identifies with.
• C)Position the product as being the standard across all groups.
• D)Assume the mannerisms of the culture the customer identifies with.
• E)Mimic the customer's speech patterns to create rapport.

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Definitions:

Due Diligence

An investigation or audit of a potential investment or product to confirm all facts, such as reviewing financial records, plus anything else deemed material.

Franchise Agreement

The legal contract that binds both parties involved in the franchise.

Product-Distribution Franchise

A product-distribution franchise is a franchising arrangement whereby the franchisee is granted the right to sell the franchisor's branded products.

Business-Format Franchise

A franchise model where the franchisor provides the franchisee with a complete system for operating a business, including brand, operational procedures, marketing, and support.