To Be A(n)________,an Account Planner Must Be Able to Express

question 138

Multiple Choice

To be a(n) ________,an account planner must be able to express the research findings in one startlingly simple statement.

• A) mapper
• B) analyzer
• C) integrator
• D) synthesizer
• E) idea generator

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Definitions:

Engaged Selling

A sales approach focused on actively listening to the customer's needs and building a relationship rather than just pushing a product.

SPIN Selling

SPIN Selling is a sales technique that focuses on asking potential customers Situation, Problem, Implication, and Need-payoff questions to better understand their needs and offer solutions.

Consequences

The results or outcomes of actions, which can be intended or unintended, positive or negative.

Marketing Concept

The idea that a firm’s long-term success must include a companywide effort to satisfy customer needs and wants.