The Referral Approach Is Most Likely Effective Because Customers

question 53

Multiple Choice

The referral approach is most likely effective because customers:

• A) appreciate prepared salespeople
• B) expect to ask and answer many questions
• C) tend to focus on benefits instead of features
• D) usually trust a salesperson who presents statistical data
• E) are impressed by product benefits presented by satisfied customers

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Definitions:

Substitute Goods

Products or services that can be used in place of one another, with their demand being inversely related: as the price of one rises, the demand for the other increases.

Margarine

A butter substitute made from vegetable oils or animal fats, often used in cooking or as a spread.

Inelastic

A characteristic of a good or service whose quantity demanded or supplied changes by a smaller percentage than changes in price.

Sensitive

Capable of perceiving with the senses or responsive to stimuli or changes in the environment.