Donna is planning her first Pampered Chef party during which she will try to sell the company's cooking utensils and gadgets. Donna is new to sales and feels nervous about the sales presentation. Which of the following methods would be best for Donna?
A. Memorized
B. Formula
C. Problem-solution
D. Customized
E. Need-satisfaction
Answer: A
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Haley, a sales manager at Aesthetic Krafts Company, manages the sales of office furniture for corporate companies. Recently, she presented two varieties of glass and mahogany desks to Jackson Realty Company's office managers. She did not want to overwhelm her customers with a wide range of varieties and designs. Identify the method of obtaining commitment used by Haley in this scenario.
A. The benefit summary method B. The benefit-in-reserve close C. The balance sheet method D. The direct request method E. The alternative choice close
BATNA stands for
A. best alternative to a negative agreement. B. best alternative to a negotiated agreement. C. best assignment to a negotiated agreement. D. best alternative to a negative assignment.
In a job order costing system, a credit to Finished Goods Inventory will be accompanied by a debit to ________.
A) Cost of Goods Sold B) Work-in-Process Inventory C) Sales Revenue D) Accounts Receivable
In the ________, separate sales forces are set up for different industries
A) territorial sales force structure B) digital marketing system C) customer sales force structure D) geographical operations system E) product sales force structure