Salespeople for College Texts Call on College Instructors to Sell

question 35

Multiple Choice

Salespeople for college texts call on college instructors to sell them on using a particular text for their classes.Improvements in efficiency have led some publishers to stop making sales calls altogether on smaller colleges.It is a much better use of the sales force's time to call on schools with large classes and big adoption rates.From the customer's point of view,this application of the profitability tier:

• A) Could cause resentment
• B) Will not cause any problems
• C) Simply increases the importance of word-of-mouth communication
• D) Is not profitable
• E) Creates across-the-board customer enhancement

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Definitions:

Attributional Style

The way in which one is disposed toward interpreting outcomes (successes or failures), as in tending to place blame or responsibility on oneself or on external factors.

Anorexia Nervosa

An eating disorder characterized by irrational fear of weight gain, distorted body image, and severe weight loss.

Bulimia Nervosa

An eating disorder characterized by cycles of binge eating and purging as a means of controlling weight gain.

Post-Traumatic Stress Disorder

A mental health condition triggered by experiencing or witnessing a terrifying event, characterized by flashbacks, nightmares, and severe anxiety.