A Salesperson Finds and Analyzes Information About Each Prospect's Specific

question 102

Multiple Choice

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during

• A) prospecting.
• B) the approach.
• C) presentation preparation.
• D) overcoming objections.
• E) the preapproach.

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Definitions:

Demand-Oriented

An approach where pricing, production, and marketing decisions are based on consumer demand and preferences.

Predatory Pricing

A pricing strategy where a product or service is set at a very low price with the intent of driving competitors out of the market or creating barriers to entry for potential new entrants.

Price Fixing

A practice where businesses agree on the selling price of their products or services, typically to prevent competition and increase profits, which is often illegal.

Geographical Pricing

A pricing strategy where the price of a product varies depending on the geographical location or market.