Aacsb analytic blooms understand difficulty 3 hard

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AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 56. (p. 385) After exchanging greetings in an initial sales call, the first goal of a sales presentation is to: A. close the sale. B. offer alternatives. C. estimate the total cost to the customer. D. re-qualify the customer. E. create interest. The first goal of a sales presentation is to create interest in the presentation to follow. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 57. (p. 385) The beginning of the sales presentation may be the most important part of the selling process, because this is where the salesperson establishes: Early in the sales presentation, the sales rep needs to determine where the customer is in the buying process by asking a series of questions. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process
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58. (p. 385) Like any effective salesperson, Frazer walks into a customer's office, shakes hands, looks the customer in the eye, and smiles. After exchanging pleasantries, Frazer will try to create interest in his company's product, and establish: Early in the sales presentation, the sales rep needs to determine where the customer is in the buying process by asking a series of questions. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 59. (p. 386) Like any effective salesperson, Tiffany walks into a customer's office, shakes hands, looks the customer in the eye, and smiles. After exchanging pleasantries, Tiffany will try to create interest in her
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