When Selling Highly Complex or Technical Products,such as Industrial Equipment

question 23

Multiple Choice

When selling highly complex or technical products,such as industrial equipment or accounting systems,salespeople often are required to make several sales calls to develop a detailed analysis of a prospect's needs.What kind of sales presentation would such a selling situation require?

• A) Technical-selling
• B) Persuasive selling
• C) Stimulus response
• D) Need-satisfaction
• E) Problem-solution

Understand the relationship between ability, motivation, and performance, and describe motivational models applicable in global contexts.

Understand the concept and importance of learning in behavior modification.

Identify key figures and experiments in the history of learning theory, including operant conditioning.

Differentiate between various forms of learning such as classical conditioning, operant conditioning, and social learning theory.

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Definitions:

Marketing Synergies

The combined effect that is greater than the sum of their individual effects, achieved by coordinating marketing activities.

Product Differentiation

A marketing strategy where a company attempts to make its product appear unique and more attractive than those of its competitors.

Market Segment

A subgroup of people or organizations sharing one or more characteristics that cause them to have similar product needs.

North Carolina

A U.S. state located in the southeastern region, known for its diverse landscapes ranging from Atlantic Ocean beaches to the Appalachian Mountains.