Roni discovers that she and a prospect belonged to the same sorority at different colleges in different decades. Should Roni mention this to the prospect?
A) No. Roni should not attempt to use this commonality to gain an unfair advantage in selling.
B) No. The prospect will unlikely be interested in any commonalities she shares with Roni.
C) Yes. Roni should ask the prospect detailed questions about what sorority life was like ten years earlier in an attempt to understand the older generation.
D) Yes. Roni should mention the commonality as a way to establish initial rapport with the prospect.
E) Yes. Roni should exploit the commonality to become friends with the prospect and see each other socially so the prospect will definitely buy from Roni.
D
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________ are effectively used in concept testing because of their diagnostic power and they can be used to get detailed discussion of various aspects of the concept
A) Surveys B) Focus groups C) Demonstrations D) Experiments
Which statement concerning a value delivery system is not correct?
a. Each channel member is dependent on each other. b. A value delivery system is as strong as its weakest link. c. Value delivery systems are relatively simple to develop and administer. d. Nonstore retailing requires a different delivery system than store-based retailing.