Which of the Following Statements About Positioning a Change Is

question 63

Multiple Choice

Which of the following statements about positioning a change is true?

• A)Positioning a change is not at all similar to positioning a product in the mass market.
• B)Since the salesperson is acting as the change agent, any positioning of a change should take place in the purchasing department.
• C)A change in positioning may alter the composition of the buying center.
• D)Positioning a change is a reactive way of dealing with an initial turn-down at the buying firm.
• E)The fewer constituencies involved in the positioning of a change, the more likely the change will be successful.