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assume that you are a salesperson selling a consumer item such as a wristwatch without any preparation make a sales
getting a new improved product into a chain of stores that has never carried her line of womens apparel is a new
the electric generator corporation was founded in the early 1970s to develop and market electrical products for
franks drilling service specializes in drilling oil and gas wells scott atkinson one of its salespeople was preparing
perry ackerman a product manager for fruitfresh is visiting with his wife dee a member of the town recycling committee
what is the difference between a lead and a prospect what should you as a salesperson do to qualify a potential
this chapter termed prospecting the lifeblood of sellinga where do salespeople fnd prospectsb list and briefly explain
assume that you have started a business to manufacture and market a product line selling for between 5000 and 10000
assume you had determined that john firestone vice president of pierce chemicals was a prospect for your paper and
you are a new salesperson next week your regional sales manager will be in town to check your progress in searching for
contact several salespeople in your community and ask them to discuss their prospecting system and the steps they use
you work for the canadian equipment corporation selling office equipment imagine entering the lobby and reception room
as a salesperson for montreal satellites you sell television satellite dishes for homes apartments and businesses after
an important part of planning a sales call is the development of a customer benefit plan what are the major components
many salespeople feel a prospect goes through several mental steps in making a decision to purchase a product discuss
outline and discuss the sequence of events in developing a sales
some salespeople feel a person should not be asked to buy a product until the prospects mind has entered the conviction
when two people are talking they want the listener to understand what they are saying they both want to be effective
in each of the following selling situations determinea what nonverbal signals is the buyer communicatingb how would you
using questions is an effective method for a salesperson to obtain feedback from a buyer this statement applies to
john andrews arrived promptly for his 10 am meeting with martha gillespie the buyer for skaggs manufacturing at 1015
judy allison sells cellular telephones for alabama office supply in birmingham today she is calling on bill taylor
samantha wells sam a marketer at vernex is discussing shipping dates with duke stillwell the shipping manager sam
many companies offer customers various discounts from their normal or list price to entice them to buy discuss the main
it cost a company 6 to manufacture a product that it sold for 10 to a wholesaler who sold it to a retailer for 12 a