aec 320 final09 - AEC 320 Final Exam Answer four and only...

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AEC 320 Final Exam December 16, 2009 Answer four and only four of the six questions Form A NAME
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1. Short answer question (25 points - 5 point each) a. What is buyer remorse b. As a loan officer what two alternatives could you give a potential borrower wanting to add an additional 250 acres to her farm c. What is a bad objection d. What did Frank Patton say about making a first impression and coffee drinking coffee when opening a call? e. An exceptionally large sales territory could be bad for i. Your fellow sales people ii. Potential sales growth iii. Customer service iv. Your competition v. Large customers
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NAME
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2. Short answer question (25 points - 4 points each) a. What is the value of an opinion leader to a sales person b. How would you decide whether something was ethically correct c. A funnel questioning concept refers to what d. Why should a retail salesperson not say, “may I help you?” e. What did Kim Brown of the Horse magazine say she does when she gets a complaint about one of their web ads f.
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