Which of the following best describes market segmentation?
A) differentiating a market offering to create superior customer value
B) identifying consumer needs and creating a product to meet those needs
C) arranging for a product to occupy a clear, distinctive, and desirable place relative to competing products in the minds of target consumers
D) evaluating each market segment's attractiveness and selecting one or more segments to enter
E) dividing a market into distinct groups of buyers who have different needs, characteristics, or behaviors
E
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What is slice-and-dice capability?
A. Involves the aggregation of information and features simple roll-ups to complex groupings of interrelated information B. The ability to look at information from different perspectives C. Enables users to get details, and details of details, of information D. Finds the inputs necessary to achieve a goal such as a desired level of output
What is fundamentally incorrect with the hypothesis: "Salespeople are more likely to be successful when dealing with prospects who are similar to themselves in demographic characteristics, personality traits and attitudes than when their prospects have characteristics different from their own."
A. Federal legislation makes it illegal to gather this information about individual salespeople B. The hypothesis is illogical because it is a well-known fact that opposites attract C. Research does not support the similarity hypothesis D. No research has yet been done to prove this hypothesis E. Research has shown there is nothing wrong with this hypothesis which should be widely used by all sales managers