What are the different ways of finding sales prospects?
What will be an ideal response?
A salesperson must often approach many prospects to get only a few sales. Although the company supplies some leads, salespeople need skill in finding their own. The best source is referrals. Salespeople can ask current customers for referrals and cultivate other referral sources, such as suppliers, dealers, noncompeting salespeople, and Web or other social media contacts. They can also search for prospects in directories or on the Internet and track down leads using the telephone, e-mail, and social media. Or, as a last resort, they can drop in unannounced on various offices (a practice known as cold calling). Salespeople also need to know how to qualify leads — that is, how to identify the good ones and screen out the poor ones. Prospects can be qualified by looking at their financial ability, volume of business, special needs, location, and possibilities for growth.
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Which of the following is an advantage of franchising?
A. Limited capital is needed to start B. Franchiser dictates many aspects of business C. Franchise agreement gives control to franchiser D. Franchise agreements are not uniform E. Franchisee pays for assistance from franchiser
In selling a 300-acre farm to Rural Land Investments, Inc, Simone tells Rural's representative that the land "will be worth twice as much by next year." This is A) ?adhesion
B) ?fraud. C) ?mistake. D) ?opinion.
The percent of sales method does not accurately estimate the balances for lumpy assets. Which of
the following statements best describes the possible errors? A) The percent of sales method consistently overestimates the forecasted balances of lumpy assets. B) If fixed assets are utilized at full capacity currently, the percent of sales method will underestimate the forecasted fixed asset balance. C) If excess capacity exists, the percent of sales method will overestimate asset requirements. D) The percent of sales method consistently underestimates the forecasted balances of lumpy assets.
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Indicate whether the statement is true or false