Define value as it is used in the price/value formula.
What will be an ideal response?
Value is the total package of benefits the salesperson has built for the prospect. Value is the solution the salesperson provides to the prospective customer's problem(s).
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The ________ route to persuasion occurs when motivation and ability to scrutinize issue-relevant arguments are relatively high.
Fill in the blank(s) with the appropriate word(s).
The static budget, at the beginning of the month, for Jabari Company follows:
Static budget: Sales volume: 2100 units; Sales price: $52.00 per unit Variable costs: $12.00 per unit; Fixed costs: $26,500 per month Operating income: $57,500 Actual results, at the end of the month, follows: Actual results: Sales volume: 1900 units; Sales price: $58.00 per unit Variable costs: $17.00 per unit; Fixed cost: $37,000 per month Operating income: $40,900 Calculate the sales volume variance for operating income. A) $8600 U B) $200 F C) $8000 U D) $8000 F
The ________ standard implies that unthoughtful people cannot be negligent, since one escapes liability by not actually thinking about the consequences of one's acts.
What will be an ideal response?
A best practice by which salespeople can use technology to strengthen relationships with customers is by:
A) allowing customers to cancel orders without having to talk to a person B) sending email confirmations of appointments or agreements C) sending form letters with business cards through the mail D) placing automated prerecorded phone calls to customers on a programmed schedule E) faxing large numbers of sales letters to potential leads