Which of the following strategies illustrates a market orientation?
a. Targeting the average consumer
b. Implementing centralization
c. Increasing overhead production costs
d. Creating customer value
ANSWER: d
Achieving a market orientation involves obtaining information about customers, competitors, and markets; examining the information from a total business perspective; determining how to deliver superior customer value; and implementing actions to provide value to customers.
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If bonds with a face value of $205,000 are issued at 110, the amount of cash proceeds is ________
A) $225,390 B) $205,000 C) $186,364 D) $225,500
As a consultant, the salesperson asks a series of focused SPIN questions during calls. Through these questions, the rep helps the customer manager uncover _______ questions to gather general background information about the customer firm
a. implied b. explicit c. situation d. problem