The key steps of the personal selling process consist of the following: Prospect for new customers; select target customer; preplan sales call and presentation; make sales presentation; ________; and follow up after the sales call.
A. contact buyer
B. close sale
C. create interest
D. overcome objections
E. open sale
Answer: B
You might also like to view...
Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for the Princess cruise line. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of
perceived costs.Joseph Harris is the company's best salesperson. Harris is making a sales call on the manager of a theater that is planning to perform three plays this season that include complicated lifting, flying, and a working trapdoor. The manager is aware of the time, labor, and monetary costs involved in staging these productions and wishes there was an easier way to produce the three plays.During the sales presentation to the theater manager, Harris makes a strong selling point about the benefits of the Stage Technologies system. At that point, Harris should most likely: A. immediately move to close the sale. B. re-address a negative objection. C. request a short break. D. continue moving forward with the presentation. E. ask the manager his opinion about the system.
Research shows that managers choose the face-to-face channel to symbolize ______.
A. a desire for teamwork B. trust or goodwill C. both a desire for teamwork and trust or goodwill D. formality
The mean square error (MSE) is
A) denoted by s. B) denoted by k. C) the SSE divided by the number of observations. D) the SSE divided by the degrees of freedom. E) None of the above
The HTS rule of interpretation that provides that where an article could be classified under more than one heading, it must be classified under the one that most specifically describes it, is:
a. the rule of specific classification. b. the rule of relative specificity. c. the rule of classification by essential character. d. the relativity rule.