Profiling a Customer Based on Needs and Willingness to Pay

question 39

Multiple Choice

Profiling a customer based on needs and willingness to pay provides the sales force with a clear understanding of

• A) marketing communications strategies.
• B) the total cost of ownership.
• C) what can and cannot be offered to the customer.
• D) brand preferences.
• E) resource requirements.

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Definitions:

Direct Approach

A method of financial reporting or problem solving that involves straightforward, clear communication without indirectness.

Investing Activities

Transactions involving the purchase and sale of long-term assets and investments not included in cash equivalents.

Financing Activities

Activities that result in changes in the size and composition of the equity capital and borrowings of a company.

Operating Activities

Financial transactions and events related to the core business functions of a company, as reported in the cash flow statement.