In Category Hierarchies, the Most Useful and Predictive Information Is

question 186

Multiple Choice

In category hierarchies, the most useful and predictive information is provided by:

• A)basic-level categories
• B)superordinate categories
• C)subordinate categories
• D)prototype categories

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Definitions:

FAB Formula

A sales strategy that focuses on the Features, Advantages, and Benefits of a product to highlight its value to the customer.

Purchase Decision

A buyer’s decision to purchase something.

Preapproach

The preparatory phase where a salesperson gathers information and plans strategies before engaging with a potential customer.