Answer:
<u>Pre-approach </u>
Explanation:
In case of personal selling, the seller and prospective buyer come face to face, wherein the former tries to highlight and convey product attributes to the prospect with an objective of effecting a sale.
Under 7 step personal selling approach, pre approach refers to conducting customer research and planning goals for the presentation, which is to be be given to the prospect.
Under this approach, the salesperson fixes up a face to face meeting with the prospect in order to ascertain prospect's needs and wants. Post ascertainment of such needs, the salesperson carries out a presentation, informing the prospect about product attributes which would meet such needs.
In the given case, Melissa is preparing for her first client meeting, trying hard to learn about prospect and his organization i.e customer research. Thus, this is the pre-approach step of the personal selling process.
<span>Challenge 1: Technology in the enterprise comes from consumers. Applications such as email and voicemail traditionally sprung from the enterprise itself, with user adoption neatly controlled by IT. Today a lot of technology is coming from consumers directly. Consumers who have been using Web 2.0 tools such as instant messaging, wikis, and discussion forums in their home and social life for years are now the employees expecting the same types of applications in the workplace. What's more, they expect the same levels of performance and ease of accessibility.
Add to this the rapid pace of technology, the varied forms of Web 2.0 communications, the sheer amount of content being moved, the increasing mobility of employees, realities of a global workforce (e.g., accommodating varying time zones), and the impact all of this has on your network . . . well, the challenge becomes even greater. How do enterprises keep up with this demand?</span>
When it has a small population
Marketing programs that track purchase history and provides incentive to their loyal customers are known as loyalty programs.
The correct answer to this question is option A. Loyalty programs as the name implies are offered to those customers that are found to be loyal to a business.
These types of programs offer special discounts, rewards, as a way to retain these customers and also attract new ones.
Such programs are established to encourage repeat business.
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Answer:
<u>Vertical Linkages </u>
Explanation:
A linkage refers to a connect between two parts. In the organizational context, it refers to communication and coherence between different departments and levels.
Vertical linkage refers to the chain of command and assignment of responsibilities by top level management, vertically downwards to the lower level or operational level management.
Such a chain serves as a mode of communication and as means coordination within an organization.
Activities are performed and tasks are executed by the lower level management, which are consistent and in alignment with the top level management goals. The employees at lower level update their progress to the top level w.r.t the extent goals and targets have been met.
An organization may create such linkages via rules of hierarchy, creation of levels or establishment of formal system of management.
So during adverse times, such a linkage helps since, everybody is aware in advance what they are supposed to do and there is no ambiguity.
