THQ 6 - Lauren Hanrahan ACC 340-02 THQ 6 Part 1 1....

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ACC 340-02 THQ 6 Part 1 1. Instigation: The sales person does not need to be present during the showing of trailers. o Risks: Failure to make potential customers aware of product features that would entice them to buy the product. Customer can’t find information needed. 2. Mutual Commitment: Depending on preference the salesperson may either take the customer on a tour, or they can roam the lot freely. Customers often leave the lot without making a purchase. o Risks: Salespeople spending time doing unproductive things that do not influence potential customers. Failure to place desirable, valid purchase orders. 3. Economic Decrement: Most customers do not pay in cash. They are set up on a financing plan with a local bank. Customers can take a trailer home that day, only if paid in cash. o Risks: Failure to take advantage of early payment discounts. Lost sales due to untimely shipments. 4.
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THQ 6 - Lauren Hanrahan ACC 340-02 THQ 6 Part 1 1....

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