Large Firms Often Find New Markets Attractive, but Might Not

question 27

Multiple Choice

Large firms often find new markets attractive, but might not have products ready for delivery. What strategy do such firms use to get potential adopters to delay their purchasing decisions?

• A) Preannounce forthcoming efforts
• B) Make their new products compatible with the leading standard
• C) Spread costs across increasing units of production or in serving multiple customers
• D) Give away products for half of a two-sided market to seed the market
• E) Leverage customers of their other products to promote a new product

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Definitions:

Trial Close

A sales technique that involves asking a prospective buyer for their opinion or a soft commitment on a product or service before the final close.

Two-way Communication

An exchange of information that involves both parties speaking and listening effectively to ensure mutual understanding.

Prospect's Opinion

The viewpoint or stance of a potential buyer about a product or service, often considered during the sales process to better address their needs or concerns.

Trial Close

A sales technique where the salesperson asks the potential buyer questions that assume the sale has been made, to gauge their readiness to commit.