Which of the following is a poor choice for a sales presentation when a salesperson is interested in building a long-term relationship?
A) presenting the value proposition
B) letting the customer ask questions
C) using a canned presentation
D) focusing on listening to the customer
E) incorporating sound and other media into the presentation
C
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A key objective that marketing managers need to attain to effectively position brands, products and/or services is:
A. Build the message around product and/or service features and attributes B. Support the product and/or service and its delivery to the marketplace C. Understand the customers to be targeted D. Deliver a positive purchase experience E. All of the above
When friends and family do business together, the relationship is more complex and is known
as: A) an embedded relationship B) a swift trust relationship C) a cognitive conflict relationship D) schmoozing