If the Target Market Engages in Limited Decision Making and the Brand

question 81

Multiple Choice

If the target market engages in limited decision making and the brand is not part of their evoked set, the objective will be to _____.

• A) disrupt the existing decision patterns
• B) capture as large a share of the purchases as practical
• C) intercept the consumer during the search for information on the brands in the evoked set
• D) develop a strong position on those attributes important to the target market
• E) defend against the disruptive tactics of competitors

---

Definitions:

Sales Call Allocation

The strategic distribution of sales effort and resources across various prospects or areas, to maximize effectiveness and efficiency.

Personality

A person’s distinguishing character traits, attitudes, or habits.

Visual Aids

Integrating visuals, such as documents, slides, and sales sheets as a way to visually convey or reinforce a point.

Account Objective

A specific goal that a sales team or individual aims to achieve within an account, such as increasing sales, enhancing customer relationships, or introducing new products.