Reference Groups Refer to

question 221

Multiple Choice

Reference groups refer to

• A)the relatively permanent,homogeneous divisions in a society that consists of people who share similar values,interests,and behaviors.
• B)individuals who exert direct or indirect social influence over others.
• C)people to whom an individual looks to as a basis for self-appraisal or as a source of personal standards.
• D)those buyers who,through the size of their purchases,affect where marketing dollars will be spent.
• E)those with whom a person does not wish to be a member of or identified with.

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Definitions:

Satisfied Customer

A consumer who perceives the product, service, or experience provided as meeting or exceeding their expectations.

Preapproach

The research and planning stage before making a sales presentation or call, where a salesperson gathers information on potential clients to tailor their sales strategy.

Selling Process

A sequence of steps or stages a salesperson follows from initial contact with a potential customer, through the presentation and negotiation, to the closing of the sale and follow-up.

Trade Shows

Large events where companies in a specific industry showcase and demonstrate their new products and services, often to potential clients and industry partners.