Question 15 (3.333333333 points) The dollar value generated over decades of customer loyalty to your company is known as brand equity. viability. O sustainability luck. Question 16 (3.333333333 points) Michael is in sales meeting with a potential client. The client is interested in the product but is concerned that the product costs 15% more than the competitor's. How should Michael handle this sales situation? Offer the client a 20% discount. Ask the client how much he or she would be willing to pay for the product. Show the client the better warranty and quality that comes with the slightly higher cost. Say "Thanks for your time" and leave. Question 17 (3.333333333 points) Which of the following refers to analyzing what customers think of your brand? O Brand audit Brand equity O Brand positioning Brand survey Question 18 (3.333333333 points) The more narrowly you identify your target audience, the more customers you lose. the fewer customer service problems. the more visitors to your website. the less money you'll waste Question 19 (3.333333333 points) Which of the following is true of good salespeople? They know how to oversell their product so the customer can't say no. They have tenacity but know when to walk away and move on to the next sales prospect They make promises they may not be able to keep in order to secure a sale. They don't leave voice mail messages. Question 20 (3.333333333 points) "I don't know, but I'll find out" is a customer service example of an uninformed sales rep. O a dangerous admission. Olosing a sale. magic words. Question 21 (3.333333333 points) What is a brand audit? The response of a local focus group O A comparison of your business and your competitors' businesses An annual analysis of customer perceptions versus your branding efforts A government assessment Question 22 (3.333333333 points) Before contacting the news or print media about your business, what must you come up with first? A media expert O A big budget A track record