Ten the task of lead qualification is handled by a

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78. Often the task of lead qualification is handled by a telemarketing group or a sales support person who frees the sales representative from the time-consuming task by engaging in: a. prequalification b. database mining c. co-opting d. cold calling e. networking ANS: A A telemarketing group or a sales support person often prequalifies the lead for the salesperson. PTS: 1 REF: 288 OBJ: 18-6 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion 79. The _____ is a process that describes the homework that must be done by a salesperson before he or she contacts a prospect. PTS: 1 REF: 288 OBJ: 18-6 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion 80. A salesperson engaged in needs assessment does all of the following EXCEPT:
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PTS: 1 REF: 289 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 81. During the preapproach, the salesperson would: PTS: 1 REF: 288 OBJ: 18-6 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion 82. A _____ is a determination of the customer's specific needs and wants and the range of options the customer has for satisfying them. a. stimulus-response continuum b. needs hierarchy c. needs assessment d. NASIC comparison e. sales probability ANS: C This involves interviewing the customer to determine his or her specific needs and wants and the range of options the customer has for satisfying them. PTS: 1 REF: 289 OBJ: 18-6 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion 83. As part of the needs assessment, the consultative salesperson must learn everything there is to know about: PTS: 1 REF: 289 OBJ: 18-6 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion
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  • Spring '10
  • Patterson
  • Sales, sales representative, AACSB Reflective Thinking

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