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Question
Prospect and qualify is the step in the creative selling process in which the salesperson ________.A) meets the customer for the first time
B) learns as much as possible about a prospective customer before making a sales call
C) identifies potential qualified customers
D) conveys the product's competitive advantages to a potential customer
E) clarifies and overcomes a customer's concerns about buying
Answer
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Related questions
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A) access data from key partners
B) deliver text messages to key customers through a short-messaging system
C) track all aspects of customer interaction
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B) PRM (partner relationship management)
C) TQM (total quality management)
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E) VoIP (Voice-over Internet Protocol)
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Factors that increase a firm's emphasis on ________ include purchases that are "new tasks" for a customer and transactions that require negotiation.
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C) public relations
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According to an axiom in marketing, the more ________ the product, the more heavily firms tend to rely on personal selling to promote it.
A) popular
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C) intangible
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Which of the following communication and promotion tools involves establishing direct connections with customers aimed toward building crucial relationships?
A) personal selling
B) advertising
C) e-commerce
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Why are people reached by direct mail better prospects for a company than those reached by mass media such as television or magazines?
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The "m" in m-commerce stands for ________.
A) market
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C) message-oriented
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E) marketspace
Q:
The National Do Not Call Registry was established by which of the following?
A) the Federal Trade Commission (FTC)
B) the Direct Marketing Association (DMA)
C) the Consumer Review
D) the American Marketing Association (AMA)
E) the Robinson-Patman Act
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Which of the following is NOT a form of direct marketing?
A) mass marketing
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A) preapproach
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A) referring
B) cold calling
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A) intangibility
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A) intangibility
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A) intangibility
B) perishability
C) variability
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