One Way the Salesperson Can Change Caution Signals into Agreement

question 28

True/False

One way the salesperson can change caution signals into agreement signals is to speed up her planned presentation.

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Definitions:

Gross Rating Points

A measure in advertising that reflects the size of an audience reached by a specific advertisement or campaign, relative to the total potential audience.

Reach

Measure of consumers’ exposure to marketing communications; the percentage of the target population exposed to a specific marketing communication, such as an advertisement, at least once.

Frequency

The rate at which an event occurs or is repeated over a specific period of time, often used in statistics, communications, and media studies.

Competitive Parity

A firm’s strategy of setting prices that are similar to those of major competitors. Status Quo Pricing: A competitor-oriented strategy in which a firm changes prices only to meet those of competition.