When a Salesperson Positions Their Product as Fitting with a Customers

question 11

Multiple Choice

When a salesperson positions their product as fitting with a customers' influences,it plays which of the following functions?

• A)It appeals to the emotional buying motive.
• B)It appeals to the rational buying motive.
• C)It appeals to the functional buying motive.
• D)It exploits the emotive communication style.
• E)It exploits the directive communication style.

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Definitions:

Noncurrent Monetary Liabilities

Long-term financial obligations that are not due within the next 12 months, such as bonds payable or long-term loans.

Present Value

The current value of future money or cash flows, determined by applying a specific rate of return.

Discount Rate

The interest rate used in discounted cash flow (DCF) analysis to determine the present value of future cash flows.

Stated Rate

The interest rate expressed in the terms of a loan or bond agreement, not necessarily reflecting the effective interest rate after considering fees or compounding.