Clearwater Hampers Clearwater Hampers Is a Small British Company That Sells Luxury

question 78

Multiple Choice

Clearwater Hampers
Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson, Peter Austin, is preparing the approach he will use during his first sales call on the CEO of Diamonite, a company that specializes in designing, manufacturing, and installing aircraft interiors for executives and heads of state.
-Austin enters the CEO's office with a small basket of cheese,wine caviar,and other luxury food items for the CEO to enjoy later.What type of an approach is Austin using?

• A) Premium
• B) Curiosity
• C) Complementary
• D) Action
• E) SPIN

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Definitions:

Market Competition

The rivalry among companies selling similar products and services with the goal of achieving revenue, profit, and market share growth.

Sarbanes-Oxley Act

A U.S. law enacted in 2002 aimed at protecting investors from fraudulent accounting activities by corporations.

Top Executives

Senior-level managers and officers in an organization who are responsible for overseeing its strategic direction and making high-level decisions.

Clan Control

A method of managing based on shared values, beliefs, norms, and traditions among company members, which influences members' behaviors and contributes to organizational culture.