Probing questions help you to uncover and clarify the prospect's buying problem and the circumstances surrounding the problem
Indicate whether the statement is true or false
TRUE
You might also like to view...
Peter is the marketing manager of Alcafossil Watches Co. The company has introduced a new line of smartwatches into the market, and Peter is responsible for securing commitment from clients. Throughout the sales presentation, he asks questions like, "How does this sound to you so far?" In this scenario, Peter is using ________ to assess the pulse of the situation.
A. benefit statements B. trial order C. trial closes D. requirements E. closing cues
If bonds are issued at 101.25, this means that
a. a $1,000 bond sold for $101.25. b. the bonds sold at a discount. c. a $1,000 bond sold for $1,012.50. d. the bond rate of interest is 10.13% of the market rate of interest.
Mini-Case Question. Calculate the net marketing contribution variance of the business
A) -$20,000 B) $20,000 C) $140,000 D) -$26,000 E) $26,000
Answer the following statements true (T) or false (F)
1. In a decentralized company, all the planning and controlling decisions are made by top management. 2. Centralized operations are better for small companies due to the smaller scope of their operations. 3. Centralized companies split their operations into segments and top management delegates decision making to the segment managers. 4. One of the advantages of decentralization is that it allows top management to concentrate on long-term strategic planning. 5. Decentralized companies often lead to diminished customer relations and slower customer response time.