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

question 95

Multiple Choice

Clearwater Hampers
Clearwater Hampers is a small British company that sells luxury food and drink gifts in various combinations in picnic hampers. 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. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products."
-In planning a preapproach for a multinational corporation,Peter Austin should first:

• A) consider the types of gifts used in the industry in which the prospect operates.
• B) develop customer features, advantages, and benefits.
• C) determine a sales call objective.
• D) conduct a vendor analysis.
• E) identify the buying center.

---

Definitions:

Adrenal Cortex

The outer portion of the adrenal gland that produces steroid hormones which regulate carbohydrate and fat metabolism, as well as mineralocorticoids that regulate salt and water balance in the body.

Corticosteroids

A class of steroid hormones that are produced in the adrenal cortex of vertebrates and are involved in a wide range of physiological processes, including stress response, immune response, and regulation of inflammation.

Displacement

A psychological defense mechanism where an individual shifts negative feelings from their original source towards a less threatening object or person.

Frustration

An emotional response arising when a person faces resistance in achieving a desired goal or outcome.