With this particular sales approach, as noted in Blake and Mouton s Sales Grid,

Question

With this particular sales approach, as noted in Blake and Mouton s Sales Grid, sales representatives seek to make customers comfortable through light conversation and small talk. Which form of warfare is most appropriately used by smaller entities competing in a market of larger competitors? Anticipated adverse government legislation would fall under which category identified in the SWOT Analysis? Identify the name of the primary driver listed in Berry s Success Sustainability Model. Identify the term which refers to anything possessed by an organization that gives it an edge over its competitors. Identify the term which refers to a promotional method involving the use of a sales force to convey messages. Which form of warfare should only be used by market leaders? Copying a competitor s move is sometimes referred to as this particular type of philosophy. Anticipated adverse government legislation would fall under which category identified in the A Threats B. Threats C. Values-driven leadership D. Personal selling E. Sales Routine Orientation F. Competitive advantage G Tit-for-tat H. Defensive warfare I. Guerrilla warfare

Explanation / Answer

1. D, Personal Selling - where businesses use people to sell the product face to face with the customer promoting their product through attitude, apperance and specialist product knowledge

2. I, Guerilla warfare - strategy that focuses on low cost unconventional marketing tactics that yields maximum results used by smaller entities competing against market competitors

3. A, Threats - Factors in the external environments that can inhibit you from achieving marketing goals

4. C, Value driven leadership - Value driven leadership propels all success sustainers

5. F Competitive advantage - Advantage gained over competitors by offering consumers greater value

6. E, Sales routine orientation - Business approach of making profits by focusing on pursuasion of peoples to buy the product through emphasis on advertising

7. H, Defensive Warfare - used to defend competitors by smaller entities to lessen the risks of being attacked. When you are some clear market leader with some decent competition you should be practicing defensive marketing

8. G, Tit for tat - Strategy of diplomacy and business that responds to each attack with a roughly equivalent counter attck.

9. B. Threats -- Factors in the external environments that can inhibit you from achieving marketing goals

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