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you plan a call-back on conway pride and the president of his company to sell them several of your electric carts see
tim christensen sells industrial lubricants to manufacturing plants the lubricants are used for the plants machinery he
ron kapra is sales manager at electra toy company a retail toy store specializing in electronic games rons
assume you are a salesperson for the japan computer corporation you have finished your computer presentation and the
when a customer is not receptive to your product there is some objection in each of the following situations the
barney wants to buy a car he spotted a high-quality used car on a dealers lot over the weekend he would buy it
explain the reasons for using questions when making a sales presentation discuss the rules for questioning that the
discuss each of the four types of questions in each of the following instances determine if a direct nondirective
assume you are a salesperson for ncr national cash register corporation and you want to sell mr johnson the
this is a cold call on the warehouse manager for coats western wear a retailer with four stores you know most of the
television advertisements are constructed to capture the viewers attention and interest to sell a product or service
assume that you have a 30-minute job interview next week with a representative of a company you are really interested
before making a cold call on the thompson company you did some research on the account barbara thompson is both
assume you are contacting the purchasing agent for office supplies of a large chain of retail department stores after
what is the difference if any between the selling process and the sales
define the term selling process second list the major steps in the selling process on the left side of a piece of paper
below are 13 situations salespeople commonly face for each situation determine the mental buying stage that your
think of a product sold through one of your local supermarkets assume you were recently hired by the products
ask a buyer for a business in your community what salespeople should do when calling on a buyer find out if the
ralph jackson sells industrial lubricants to manufacturing plants the lubricants are used to lubricate the plants
ellen st james a marketing director for telemax inc is walking through an antique store with monica a customer and
what are the four sales presentation methods discussed in this chapter briefly explain each method include any
one salesperson profiled in this book stated that he concentrates on the need fulfillment phase of the sales
assume that a salesperson already knows the customers needs instead of developing the customers needs as a part of the
assume you are selling a product requiring you to typically use the problem- solution sales presentation method you