Briefly describe the steps that make up the selling process
What will be an ideal response?
Prospecting begins the process, with the salesperson identifying potential customers. This is followed by the preapproach, which involves the salesperson researching the customer for information that can be used in the approach and sales presentation. Next, the salesperson makes an approach to schedule a sales call to make a presentation or demonstration. Overcoming any potential objections follows, leading into closing the sale. Each sale requires a follow up to make it complete.
You might also like to view...
McDonald's has learned the wisdom of leveraging local market knowledge by granting franchisees considerable leeway to tailor restaurant interior designs and menu offerings to suit country-specific preferences and taste
Indicate whether the statement is true or false
The organization design in which an employee reports to both a country manager and a functional manager is a(n):
A) matrix structure. B) international division structure. C) geographic structure. D) worldwide product division structure. E) regional management center.
Pet World is considering a project that has the following cash flow data. What is the project's IRR? Note that a project's IRR can be less than the cost of capital (and even negative), in which case it will be rejected. Year0 1 2 3 4 5 Cash flows?$9,500 $2,000 $2,025 $2,050 $2,075 $2,100
A. 2.08% B. 2.31% C. 2.57% D. 2.82% E. 3.10%
Regional Airline (RA) spends millions of dollars each year on jet fuel. The company also has significant liability exposures. RA can retain a large portion of its liability exposure if fuel costs are low
The company can pay high fuel costs if retained liability losses are low. RA cannot, however, absorb both high fuel costs and high retained liability claims. RA's insurer designed an insurance program where the insurer pays only if both contingencies (high fuel costs and high retained liability claims) occur. The contract the insurer designed is called a(n) A) double indemnity rider. B) double trigger option. C) multiple protection policy. D) other insurance provision.