If Geographic Location and Other Demographic Characteristics Are Used as Target

question 205

Multiple Choice

If geographic location and other demographic characteristics are used as target market dimensions, which potential strategy decision area is mostly likely to be affected?

• A) Promotion - what potential customers need.
• B) Target markets - size.
• C) Price - what customers might be willing to pay.
• D) Product line assortment.
• E) Product - which features to include.

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Definitions:

Direct Close

An explicit type of closing wherein the salesperson asks the customer for a decision in a straight-forward, candid manner.

Sales Negotiations

The process of discussions between the buyer and seller aimed at reaching a mutually beneficial agreement on terms.

Cost and Quality

The relationship between the expense of a product or service and its level of excellence or worth, often a key consideration in consumer purchasing decisions.

Minor-Points Close

A close in which the salesperson asks the prospect to make a low-risk decision on a minor element of a product.