A Sales Representative Is Selling a Product That Is Superior

question 35

Multiple Choice

A sales representative is selling a product that is superior to the product the prospect currently buys.If the prospect has a patronage buying motive,the sales representative has almost no chance of making the sale unless:

• A)she can prove that her product is substantively better than the product the prospect currently buys
• B)she can become personal friends with the prospect
• C)she can continue to contact the prospect through an extra-long buying cycle
• D)she can convince the prospect that her company is superior to the company that makes the product the prospect currently buys
• E)she can explain the benefits of the product in a way that makes them resonate emotionally with the prospect

Learn about historical legislative additions impacting communications.

Understand efforts to curb government spending on communications.

Appreciate the role of social media and direct contact in political and organizational communications.

Understand the factors that may prolong or expedite the decision-making process.

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Definitions:

Database Management System

A software interface that interacts with end users, applications, and the database itself to capture and analyze data.

Fact-based Support

Fact-based support involves making arguments, decisions, or setups based on factual evidence and data rather than intuition, assumptions, or personal belief.

Hyperlink Data

Information contained in a hyperlink that connects one document or webpage to another on the Internet or within a digital document.

Data Mart

A subset of a data warehouse, focused on a specific line of business, department, or subject area, making it easier to retrieve relevant data.