Davidson-Uphoff & Co

question 131

Multiple Choice

Davidson-Uphoff & Co. sells ironware accessories for home and garden to retailers. The salespeople for this company are trained to ask probing questions such as, "What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales presentation style that emphasizes the needs and wants of its retailers. Once key needs have been uncovered, the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products. Davidson-Uphoff's salespeople are learning the __________ selling format.

• A)need-satisfaction
• B)formula
• C)stimulus-response
• D)creative
• E)problem resolution

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Definitions:

Inefficiency

The state of not achieving maximum productivity; failing to make the best use of time, resources, or energy.

Technological Advances

Refers to the progress in technological development that leads to new or improved goods and services, manufacturing processes, or the development of new markets, impacting economic growth and productivity.

Berkshire Hathaway

A multinational conglomerate holding company led by Warren Buffett, known for its long-term investments in a diverse range of businesses and industries.

Treasury Bill

Short-term government securities issued at a discount from the par value and mature in a year or less, serving as a tool for managing short-term liquidity.