Customer says: “Fifteen cases4 pointsof olives will take up valuablespace in my receiving room. It isalready crowded."Salespersonsays: “You will not have to facethat problem. With the aid of ourmerchandising plan, you candisplay 10 cases immediately onthe sales floor. Only five caseswill become reserve stock. Youshould move all 15 cases inabout two weeks."Whatmethods of negotiation arebeing addressed in thisscenario? *Direct Denial/Superior Benefit.O Indirect Denial/Third-party Testimony.Question/Trial offer.Superior Benefit/Postpone Method

The answer to this question is Postpone method.

Answered: *Fifteen cases e up valuable eiving…

Business

Marketing

*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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Concept explainers

Lean Production

The word lean refers to the “slim “that is used in manufacturing for the systematic designing that focuses on minimizing the waste in the manufacturing or production with the constant productivity of the operation. Lean manufacturing was rooted from Toyota Production system a Japanese manufacturing company that works on the approach of minimizing the non-value-added activities and making the production lean.

Question

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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