Which of the following statements about prospecting is true?
A. A sales rep must qualify potential customers.
B. Prospecting focuses on identifying new customers.
C. A sales rep needs to set priorities for all prospects-both old and new.
D. CRM systems help with the process of prospecting.
E. All these statements are true.
Answer: E
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Justin is in charge of promoting a product that most customers perceive as a low-involvement product. He created a TV ad and aired it repeatedly
His colleague Beth questioned his strategy, saying that the repetition would create a negative reaction to the product. According to the mere exposure phenomenon, Beth is likely to be proven wrong. Indicate whether the statement is true or false
The tendency to pay attention to messages consistent with one's attitudes and beliefs and to ignore messages that are inconsistent with them is referred to as
A. stimulus discrimination. B. selective perception. C. selective exposure. D. selective retention. E. selective comprehension.
The variable costing reports of service firms will not report ________
a. contribution margin ratio b. manufacturing margin c. contribution margin d. None of these choices.
Herzberg (1966) referred to those factors which are prerequisites for individual motivation but which cannot act as motivators alone, as:
a. hygiene factors b. satisfiers c. elemental factors d. maintenance factors