Which of the following statements about positioning a change is FALSE?
A) Positioning a change is similar to positioning a product in the mass market.
B) How a change is positioned may affect the salesperson's chance of success.
C) Changing the position of a change may also change the buying center.
D) Positioning a change is a reactive way of dealing with an initial turn-down at the buying firm.
E) Positioning a change will require the salesperson study the various constituencies at the buying firm.
Correct Answer:
Verified
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