Southern Security makes safes for storing valuables. When Ed sold safes for the company, he would deal with a prospect's concerns such as the cost of the safe and then ask, "Are you ready to purchase a safe for your family, or are there other
concerns that we need to discuss?" When Ed asked this question, he was ________.
A) using a last objection close
B) fostering a transactional relationship
C) anticipating objections
D) engaging in the approach stage of the creative selling process
E) using a standing-room-only close
A
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Which of the following groups uses accounting information primarily to help protect the public?
A) Management B) Regulatory agencies C) Taxing authorities D) Economic planners
The elaboration likelihood model (ELM) was developed to explain the process by which persuasive communications lead to persuasion by influencing
A. attributions. B. attitudes. C. source bolsters. D. group norms. E. dissonance formation.
Johnson Floors sells all types of floor coverings to contractors and other businesses. It keeps a collection of information about all of its clients that can be easily accessed on the company's computer system. This collection of information is called a
A. marketing information system. B. database. C. management information system. D. single-source data. E. marketing decision support system.
Inventory Turnover can be calculated by:
a. Ratio of average inventory cost over cost of goods sold b. Ratio of cost of goods sold over average inventory cost c. Ratio of inventory days in stock over average inventory cost d. Ratio of average inventory cost over inventory days in stock