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Andrew McIlhern, a Software Sales Representative, Is Not Happy About

question 26

Essay

Andrew McIlhern, a software sales representative, is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show. When Andrew consults with his company's exhibit manager, however, she urges him to use the time to prospect wisely.
-From the base of prospects Andrew makes at the trade show,he closes twice as many sales as normal,and he cuts his sales cycle in half. What most likely explains this?
A)The prospects at the trade show were both qualified and interested in the product.
B)The prospects at the trade show had more money to spend than most customers.
C)The prospects at the trade show developed a high degree of trust in Andrew and his firm.
D)The trade show only attracted prospects that had been referred to Andrew and his firm.
E)The trade show required exhibiting companies to offer discounts to all attendees.

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Definitions:

Integrated Marketing Communication

Describes a strategic approach to marketing that combines various communication tools and channels—such as advertising, public relations, and social media—to create a cohesive and consistent message across all platforms.

Sender

The firm from which an IMC message originates; the sender must be clearly identified to the intended audience.

Individual Receivers

Pertains to the specific audience members or target demographic who receive and interpret a communicated message.

Top-Of-Mind Awareness

A prominent place in people’s memories that triggers a response without them having to put any thought into it.