Identifying the prospect's role in the buying center would be typically done in one of the following stages of the personal selling process. Select one: a. Preapproach. b. Prospecting. c. Close. d. Approach. e. Presentation.
(a) Preapproach
The pre-approach stage focuses on determining the proper approach and presentation procedure which helps identify the prospect's role in the buying center. The pre-approach stage involves obtaining further information on the prospect (such as their role in the buying center) and deciding on the best method of approach
Identifying the prospect's role in the buying center would be typically done in one of the...
In sales negotiation, one of the following defines a bargainer’s minimum requirements and determines the negotiating breakpoint.; for example, the minimum price at which a seller is willing to trade. Select one: a. BATNA objectives. b. Prospecting Objectives. c. ‘Must have’ objectives. d. ‘Would like’ objectives. e. Presentation objectives.
The Future of the Car-Buying Experience Considering the value that salespeople add to the car buying process, which of the following are advantages that personal selling offers over other marketing communications methods? A. Immediate feedback to the customer B. The ability to tailor the message to the customer C. Enhances the personal relationship between company and customer D. Both the ability to tailor the message to the customer and immediate feedback to the customer E. All of these choices are...
12) Jimmy made a habit of buying products only from those companies he sold his products to. We would call this practice: A) reciprocity. B) prudent. C) entertaining. D) gift giving. E) bribery. 13) The most important single determinant of employee ethics is: A) role model provided by top management. B) role model provided by sales manager. C) personal values of salesperson. D) values of the country. E) company policies and practices. 14) In strategic-alliance sales, the buyer considers the...
In eukaryotic systems, which of the following typically stops the process of translation? Select one: a. Rho proteins b. Aminoacyl tRNA synthase c. rRNA d. Stop codons e. Introns
Which of the following would not typically be used to activate pepsinogen? Select one: a) HCL b) Pancreatic proteases c) Pepsin d) All of the above could be used to activate pepsinogen
___________ refers to a process that describes the “homework” that must be done by a salesperson before he or she contacts a prospect? A. Needs assessment B. Preapproach C. Lead qualification D. Networking Panache, a fashion design company, organizes an online contest. Participants are asked to design women’s apparel to be posted on a social media website where its members can vote and provide feedback. Based on those votes, Panache will announce the winner and offer that individual a job...
Burger King, a popular chain of fast-food restaurants, offers an official Burger King Kids’ Meal backpack free with every purchase of its newly introduced luxury meal pack. In this case, which of the following types of sales promotions does Burger King offer? A. Trade allowance B. Push money C. Rebate D. Premium Personal selling is more important than advertising and sales promotion if the products being sold A. are standardized. B. have many consumers. C. have a low value. D....
1. Segmenting markets means that a company is ________. Select one: A. identifying and calculating the churn rate in different markets B. selecting the markets to attack in the marketplace C. identifying the customers who have frequently purchased competitor's products or services D. dividing the market into meaningful smaller markets based upon common characteristics E. selecting a corporate position to communicate to potential customers 2. Demographic segmentation is one of the most popular segmentation approaches because ________. Select one: A....
A statement of cash flows, including footnotes typically would not include which item? Select one: a. Capital stock issued at an amount greater than par value b. Issuance of stock in exchange for new equipme c. Cash dividends declared d. A purchase of treasury stock e. A building purchase mortgage obtained from
3 answers total. 1 answer is 15. ch of the following would not typically be the quantity of carbons in a phospholipid tail? (Select all that apply.) a. 10 b. 14 c. 15 ■ d. 26 e. 22 f. I don't know the answer ch of the following would not typically be the quantity of carbons in a phospholipid tail? (Select all that apply.) a. 10 b. 14 c. 15 ■ d. 26 e. 22 f. I don't know the...