During which step of the personal selling process is it MOST important for a salesperson to build rapport with a potential customer?
A) preapproach
B) prospecting
C) follow-up
D) sales presentation
E) qualifying
D
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Answer the following statements true (T) or false (F)
1. Committees are often given authority to recommend. 2. Internal departmentalization approaches include product, customer, or territory departmentalization. 3. Companies with multiple products commonly use customer departmentalization. 4. An organization chart shows the informal authority structure of an organization.
The salesperson was selling the couple a garden tub for their new bathroom. He said, "The water jets, large capacity, and marble finish are wonderful features, wouldn't you agree?" When this first close failed, he asked, "Will you want to use clear or white caulk to install your new tub?" The couple did not answer this question. The salesperson then began making a two-column list with reasons for and against buying. The salesperson used a:
A. presumptive close. B. dyadic close based on the SELL Sequence. C. multiple-close sequence. D. probability or rating close. E. multiple distribution technique.
A study of 1456 nonprofit board CEOs reveals that board governance practices are directly influenced by ______.
a. the background of the CEO *b. the gender and racial diversity of the board c. the return on investment anticipated by implementing certain initiatives d. the political conservatism of the board
The following contains information from the records of the Balfor Architecture Firm
Balfor Architecture Firm Selected Financial Information December 31, 2017 Current Assets $80,000 Current Liabilities 42,000 Long-Term Assets 95,000 Long-Term A) The company has $2.42 of current assets for every $1.00 of liabilities. B) The company has $1.90 of current assets for every $1.00 of current liabilities. C) The company has $1.58 of current assets for every $1.00 of liabilities. D) The company has $0.62 of current assets for every $1.00 of current liabilities.