Robert, a sales representative for JBR International, is giving a group sales presentation. Robert has gone through the opening steps of establishing the credibility of JBR. What should Robert most likely do next?
A. Provide an overview of the firm's growth
B. Summarize the short-term and long-term benefits of the product
C. Discuss the price for implementing the proposal
D. Gather input about the criteria for making a purchase
E. Use visual aids to discuss proposal specifics
Answer: D
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Which of the following is not considered a persuasive message?
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A. salary schedules. B. balanced scorecards. C. bonuses tied to long-term profit targets. D. incentive pay. E. bonuses tied to productivity.
A process selected for reengineering should be a:
A) core process. B) front-office process. C) hybrid office. D) back office process.