________ Segmentation Refers to Segmenting Markets by Personality,motives,lifestyles,and Attitudes and Opinions

question 39

Multiple Choice

________ segmentation refers to segmenting markets by personality,motives,lifestyles,and attitudes and opinions.

• A) Geographic
• B) Demographic
• C) Psychographic
• D) Benefit
• E) Behavioral

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Definitions:

SPIN Procedure

A sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to understand and address customer needs.

New-Task Buying

The process of making a purchase decision for a product or service that a buyer has no previous experience with.

Formula Presentation

A structured and often script-based method of presenting information, where specific points are made in a predetermined order to achieve clarity and impact.

Memorized Sales Presentation

A pre-scripted pitch that is learned and delivered verbatim by a salesperson, aiming for consistency in conveying the product's or service's benefits.