1. Which of the following is/are true of the overall concept of Value? a) It und
ID: 387885 • Letter: 1
Question
1. Which of the following is/are true of the overall concept of Value? a) It underlies every purchase decision; b) It is based on providing a benefit to the customer; Selling's role is to guide providing value to the customer; d) Selling's role is to communicate the concept of value to target customers; e) Providing utility is not significant in providing value. 2 2. The selling function is accurately described by which of the following? a) A process of developing understanding of existing and potential customers; b) A way of managing customer relationships in ways that benefit the organization; c) A set of processes for creating, communicating and delivering value to customers; d) A process of 2-way communication between the organization and its existing and potential markets; All of the above accurately describe the selling function. 3. The process of communication includes all of the following actions except... a Developing information that is relevant; Interpreting information accurately; c) Translating information into one or more actionable plans; d) Keeping information contained within the marketing and sales functions; e) Using information to create desired actions and outcomes. Which of the following are ways in which environmental factors can affeet success in selling? 4. a) Can constrain or enhance the organization's ability to pursue specific strategies or activities b) Can create significant new challenges or opportunities; c) Can sometimes be changed by marketing activitiesExplanation / Answer
Answer: Option a,b,c
2. All the given statements are correct
Answer: Option e
3. The process of communication does not involve keeping information contained within the marketing and sales functions
Answer: Option d
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