A Customer Walks into a ShipNow Location with Four Boxes

question 12

Multiple Choice

A customer walks into a ShipNow location with four boxes and a document envelope, all going to different destinations in different amounts of time with different security and notification needs.
-Sean,a ShipNow salesperson,has a meeting scheduled with Zippy Shoes,an online shoe retailer that ships hundreds of packages each day.Sean expects that price will be a significant barrier to closing the sale with Zippy Shoes.What should Sean most likely do to prepare for price objections?

• A) Base the Zippy Shoes deal on prices offered to smaller ShipNow customers.
• B) Calculate the commission on the Zippy Shoes deal to ensure that it is fair and equitable.
• C) Refer all pricing questions to the ShipNow accounting department to ensure an accurate ROI.
• D) conduct a cost-benefit analysis to determine the savings Zippy Shoes should expect by using ShipNow.
• E) Ask a supervisor for the authorization to set a range of shipping prices for Zippy Shoes that are based on industry standards.

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Definitions:

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The scientific study of human behavior and mental processes, including their variability and invariance, under diverse cultural conditions.

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