*Fifteen cases e up valuable eiving room. It is 1."Salesperson ot have to face ith the aid of our

Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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Customer says: “Fifteen cases
4 points
of olives will take up valuable
space in my receiving room. It is
already crowded."Salesperson
says: “You will not have to face
that problem. With the aid of our
merchandising plan, you can
display 10 cases immediately on
the sales floor. Only five cases
will become reserve stock. You
should move all 15 cases in
about two weeks."What
methods of negotiation are
being addressed in this
scenario? *
Direct Denial/Superior Benefit.
O Indirect Denial/Third-party Testimony.
Question/Trial offer.
Superior Benefit/Postpone Method
Transcribed Image Text:Customer says: “Fifteen cases 4 points of olives will take up valuable space in my receiving room. It is already crowded."Salesperson says: “You will not have to face that problem. With the aid of our merchandising plan, you can display 10 cases immediately on the sales floor. Only five cases will become reserve stock. You should move all 15 cases in about two weeks."What methods of negotiation are being addressed in this scenario? * Direct Denial/Superior Benefit. O Indirect Denial/Third-party Testimony. Question/Trial offer. Superior Benefit/Postpone Method
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