You are the head of sales training for a major financial services firm in New York City. You are conducting a sales training class for a group of new sales trainees. You are a strong believer in using a structured approach to personal selling.Based on this information, which of the following personal selling process steps are you going to tell the trainees to perform first?
A. Develop a database of potential customers.
B. Develop an engaging sales presentation.
C. Practice closing the sale.
D. Develop a prospect follow-up checklist.
E. Analyze information about potential customers' needs.
Answer: A
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Answer the following statements true (T) or false (F)
1. Corporate culture is as also known as organizational structure. 2. The "social glue" that binds customers to a particular firm is called organizational culture. 3. Organizational culture can vary widely across organizations on dimensions of treatment of employees, teamwork, and risk taking. 4. A formal system of task and reporting relationships that coordinate and motivate an organization's members is known as an organizational configuration.
Ralph and Aisha engaged Emma, a realtor, to sell their variety store. Emma represented to buyer Pavel that "this was a typical general store," selling gas, oil, hardware, beer, and groceries. She reported that the store had an annual gross income of over $1 million. Emma failed to inform Pavel that one-third of the store's profit was attributable to an accompanying lawn and garden equipment distributorship that Ralph and Aisha were not including in the sale. When Pavel visited the business, Emma directed him away from the garage area where the lawn and garden equipment was stored. Throughout all of these negotiations, Ralph and Aisha were unaware of Emma's misrepresentations. After purchasing the store, Pavel learned of the importance of the equipment sales from Ralph and Aisha. Are Ralph
and Aisha liable for Emma's misrepresentation? What will be an ideal response?
A labor-management partnership is a formal initiative in which workers and unions:
A. participate in daily work-related decisions B. participate in decisions making beyond the daily work-related decisions C. take primary responsibility for traditional management decisions D. negotiate a collective bargaining agreement with the employer
The bullwhip effect describes the tendency for larger order size fluctuations in the supply chain as orders move from suppliers toward retailers
Indicate whether the statement is true or false