AEC 320 final06

AEC 320 final06 - 3 4. Maslow lists the following these...

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AEC Final Exam 2006 ANSWER ANY FOUR OF THE FOLLOWING SIX QUESTIONS If you answered more than four questions, we will only grade the first four. Each question is worth 25 points 1. A. Explain what is F-A-B technique. (15 points) B. Use the F-A-B technique to see this class AEC 320. (10 points)
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1 2. List four guidelines you might use for yourself to make sure you are acting ethically? (20 pints) What are the implications for acting ethically or unethically? (5 points)
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2 3. A. If you were an insurance sales person in Versailles Kentucky, with whom might you network and why? (15 points) B. Who is the sales person’s ethics review board and how do they vote? (10 Points)
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Unformatted text preview: 3 4. Maslow lists the following these items as important to understanding behavior; Social, Survival, Self Esteem, Self Actualization, Security. What is important about the order of these items? Put them in the correct order on the figure below and explain. (25 points) 4 5. Describe three buyer types and explain what kind of sales approach would work best for each one. (25 points) 5 6. List and explain the five steps of the sales planning process and give an example for each step for a new customer visit. (25 points) 6...
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AEC 320 final06 - 3 4. Maslow lists the following these...

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