The first step in the personal selling process is sales lead generation. Define lead generation and explain why referral is a superior method for generating leads.
What will be an ideal response?
Lead generation, or prospecting, is the identification of those firms and people most likely to buy the seller's offerings. These firms or people become "sales leads" or "prospects."
Referrals are recommendations from customers or business associates. The advantages of referrals over other forms of prospecting include highly qualified leads, higher closing rates, larger initial transactions, and shorter sales cycles.
You might also like to view...
Comparing and contrasting the diffusion of innovations in Western countries and in Asia, one can say that:
A) the process occurs in an identical manner in both regions. B) in Asia, the adoption process begins more slowly but ramps up more rapidly than it does in Western countries. C) in Western countries, the adoption process begins more slowly but ramps up more rapidly than it does in Asia. D) the diffusion of innovation framework is applicable in the West but not in Asia. E) the diffusion of innovation framework is applicable in Asia but not in the West.
Customized service firms tailor research services to each client's specific needs
Indicate whether the statement is true or false
When recording direct materials purchased, what does an unfavorable direct materials cost variance represent? Will this variance have a debit or credit balance?
What will be an ideal response?
Andrew recommends that the organization do everything it can to lower the organizational costs required to produce widgets while still charging customers the same price for the product. Andrew is recommending the ______ strategy.
A. cost cutting B. cost leadership C. differentiation D. niche