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Gladus Inc., a cosmetics company, has a call center where it employs sales executives to call prospects using a database of information about the company’s potential customers. In this scenario, Gladus Inc. is engaged in _____.

Avery is planning to buy a new laptop. He wants the laptop to have cutting-edge features such as a touchscreen with OLED display, USB Type-C ports, an infrared camera, and 8GB of RAM. He wants to be able to pay for the laptop in installments over three months using a credit card. Considering that he is interested in purchasing a high-end model, he expects that salespeople will keep him informed about new product launches and upgrades. He expects that the laptop would deliver the promised performance and that he will be one of the few privileged owners of that laptop. In this scenario, which of the following represents Avery’s social needs?

A straightforward method to earn buyer commitment is the _____.

A sales proposal is likely to be considered as effective when it:

“Do you prefer tea or coffee?” is an example of a(n) _____.

Company records are usually a poor source of prospects.

Buyers sometimes enter into a _____ simply to check the competitiveness of existing suppliers in terms of the product offering and pricing levels.

Consumers who are likely to be early adopters of an innovation often rely on _____ as a primary source of information.

For a salesperson, achieving personal goals depends directly upon achieving his or her _____.

Identify an example of engaging in openness in a buyer–seller relationship.