In launch management, when the potential customers of a new product are not making trial purchases of the product, then tracking is most likely to be done by:
A) inquiring among the firm's suppliers and media.
B) withdrawing the product from the market.
C) watching the moves of a chief competitor closely and imitating the same strategy to firm's benefit.
D) instituting a series of follow-up telephone calls to prospects who have received sales presentations.

Question

Quizplus · Accepted Answer

When potential customers are not making trial purchases of a new product, it is important to follow up with them to understand their reasons for not purchasing. Instituting a series of follow-up telephone calls to prospects who have received sales presentations can help gather this information and potentially address any concerns or issues preventing them from making a purchase. Inquiring among the firm's suppliers and media or imitating a competitor's strategy may not provide valuable insights into the target market's behavior and needs. Withdrawing the product from the market should only be considered as a last resort after all efforts to improve sales have been exhausted.

In Launch Management, When the Potential Customers of a New