California-based Innovative Installers, Inc. provides a variety of corporate services related to office space. The firm sells modular office furniture, offers space planningconsultations, and provides office relocation services. The company was founded in 1992 and depended on the growth of dot.com companies for its early success.Innovative Installers has experienced cash flow problems during the recent economic recession, and top managers are eager for salespeople to obtain new accounts.Mierzett Evans and Glenda Heldris are two of Innovative Installers' salespeople.Evans tells a potential client that Innovative Installers offers the most modern and stylish office furniture available on the market. Evans is most likely guilty of:Multiple Choicemisrepresentation.sales puffery.breach of warranty.profiteering.reciprocity.

A sale is an act of selling products or services for profit-making. For example, real-estate owners…

Answered: nsultations, and provides office…

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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“After a short stint as a booking salesman assigned to directly serve the hospital accounts, my boss assigned me to handle a distributor. This new task practically overwhelmed me. It was my first time to manage a distributor account. I was a consistent sales quota buster and I didn’t understand why my boss called this career move a reward for my good performance. I also had very little idea why our company had to sell to our non-key accounts through distributors and not directly through own sales force. I didn’t even know how distributors operate their business but my office calls me a distributor manager.” – Bothered Mike “My boss measures my performance based on how much I sold to my distributor and how fast I collected from them. Period! My boss never bothered to ask me how much my distributor sells to customers, to which customers, how many customers, and how much money my distributor makes. He didn’t care as long as I hit my targets. As my monthly targets became…

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