Danita Is in Charge of New Business Development for Her

question 15

Multiple Choice

Danita is in charge of new business development for her advertising agency.She recently made a sales presentation to the administration of Northwest Medical System to discuss the creative approaches her agency would use to differentiate Northwest Medical from its competition.Danita ended the presentation by asking,"When would you like our firm to begin working on your new brand awareness campaign?" In which stage of the selling process would such a question most likely be asked?

• A) Closing the sale
• B) Follow-up
• C) Dealing with cognitive dissonance
• D) Handling rejection
• E) Qualifying the prospect

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Definitions:

Total Quality Management

A management approach focused on continuous improvement of processes, products, and services by involving all members of an organization.

Contingency Theory

A leadership theory that suggests the effectiveness of a leader is contingent upon how well the leader's style matches the context or situation.

Consumer Taste

Refers to the preferences, likes, and dislikes of customers that influence their buying behavior.

Behavioural Management Approaches

These approaches focus on understanding and influencing employee behavior through various techniques and strategies.