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Unformatted text preview: AEC 320 Final Exam Fall 2003 - 1 - AEC 320 Final Exam December 17, 2003 NAME_______________________________________ Answer any ten (10), and only ten of the following twelve (12) questions. 1. What is pre-qualifying, give 2 examples of questions one could ask to pre-qualify someone and tell why pre-qualifying is important to collecting accounts receivable? 2. Explain Relationship, Economic, Business buyer types and tell why it is important to know these (or a similar) classification scheme. Give a brief example. AEC 320 Final Exam Fall 2003 - 2 - NAME_______________________________________ 3. Explain the use of testimonials, trials, photographs & cost/benefit analyses in a sales presentation. Include in your answer the type of buyers who would best relate to each sales aid & briefly tell why. 4. Explain why objections are valuable and how a salesperson should solicit objections. Give 3 common causes behind objections & tell how to overcome each of the three. AEC 320 Final Exam Fall 2003...
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- Spring '08