Sean agrees to restore Janine's car for $2,000. Janine agrees to this amount. However, she will pay Sean only after the restoration is complete. This is an example of a(n) ________

When consumers use Tide TOTALCARE laundry detergent, which is used by consumers who want to obtain dry-cleaning type results at home, it is an example of ________, or switching spending from one category to another while preserving a desired

experience. A) trading up B) trading down C) trading over D) being trapped in the middle E) treasure hunting

Craig is a classic emotive salesperson—friendly, interested in people, excited about the product he sells, and ready to sell to anyone who wants to buy

His sales manager cautions him to consider how he will approach the buyer for a major client, who is known to be blunt, humorless, and focused only on quality assurance reports and pricing. What aspect of Craig's normal approach should he consider altering the most? A) Craig should consider lowering the prices he offers to this buyer from the beginning in order to make the sale. B) Craig should consider presenting features instead of benefits, since the buyer will not respond to anything emotional. C) Craig should consider advanced information-gathering to discover what the buyer's hobbies and interests are to be able to discuss them at the first sales call. D) Craig should consider pulling back on the relationship-building moves, since the buyer is not interested in personal rapport. E) Craig should consider waiting longer to ask for the close than he usually does to give the buyer adequate time to think thoroughly through the decision.