Consider Yourself as an Upper-Level Marketing Executive for a Large

question 4

Multiple Choice

Consider yourself as an upper-level marketing executive for a large seller of fleet trucks. Which of the following strategies would be most appropriate in reaching buying centre targets?

• A) Concentrate on key buying influencers.
• B) Use trade-based promotions.
• C) Begin all sales efforts with the secretarial support staff.
• D) Use multilevel in-depth selling.
• E) Move all operations to the Net.

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Definitions:

Contingent Reinforcer

A reinforcement given only after a specific behavior is exhibited, thereby increasing the likelihood of that behavior occurring again.

Operational Definition

The process of breaking down a broad concept into its observable and measurable component behaviors. For example, “aggression” becomes “hits peers with hand closed.” The purpose of operational definitions is to ensure that all involved parties are conceptualizing, recording, and measuring behaviors similarly.

Cueing Devices

Tools or signals used to prompt or guide a desired response or behavior.

Self-Monitoring

A self-management technique where individuals observe and record their own behaviors, thoughts, or emotions as a means to improve self-awareness or modify behavior.