Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.
a. Purchase requests
b. Commitment signals
c. Objections
d. Trial commitments
e. All of the above
Question 2
The use of a goods classification system can be extremely valuable to business marketers because:
A) a marketing strategy appropriate for one category of goods may be entirely unsuitable for another.
B) a marketing strategy that works for consumer products will often work for products sold in business markets.
C) the physical nature of the industrial good and its intended use by the organizational customer affects the marketing program's requirements.
D) all of the answer choices.
E) both a marketing strategy appropriate for one category of goods may be entirely unsuitable for another and the physical nature of the industrial good and its intended use by the organizational customer affects the marketing program's requirements are true.
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