List and discuss the four major parts of the Consultative Sales Presentation Guide
What will be an ideal response?
1. Need discovery. Salespeople who skillfully diagnose customer needs are in a better position to select the most suitable product.
2. Selection of the solution. Product selection is the key to maximum customer satisfaction.
3. Need satisfaction. This step can be achieved through informing, persuading, or reminding.
4. Servicing the sale. This step is necessary to ensure maximum satisfaction which results in repeat business and referrals.
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Louis is a military leader and his team often encounters emergency situations. When in emergency situations, Louis should use which of the following leadership styles?
A. Hersey and Blanchard’s telling style B. Blake and Mouton’s “produce or perish” style C. House’s directive leadership style D. Fiedler’s high LPC approach
Umbrella Corp. has subsidiaries in 10 countries. Its staffing strategy is to use managers from around the world to staff each subsidiary. Umbrella Corp. hires whoever is the best manager for the subsidiary, regardless of nationality. This staffing strategy is considered ______.
A. polycentric B. ethnocentric C. geocentric D. regiocentric
________ means selling the right to use some process, trademark, patent, or other right for a fee or royalty.
A. Joint venturing B. Management contracting C. Exporting D. Licensing E. Direct investment
Which business function do experts agree you should focus on first when preparing to start a business?
A. operations B. marketing vision C. financing D. core concepts