Process realtors assess buyers a prefere nces b

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process, realtors assess buyers': A. prefere nces. B. ability to purchase houses in different price ranges. C. likely responses to different closing techniques. D. propensity to consume. E. response to telemarketing information. By estimating a home buyer's mortgage qualification, the realtor can assess the price
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range of houses the buyer can afford. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 44. (p. 383) Retail salespeople should not __________ and assume that a person in the store cannot afford to purchase the store's products based on appearances. A. assume Murphy's Law is true B. "run for the roses" C. "judge a book by its cover" D. "let sleeping dogs lie" E. attempt to "keep up with the Jones" For retail salespeople, qualifying leads is inappropriate and possibly discriminatory. It is dangerous to "judge a book by its cover," assuming based on someone's appearance that they are not qualified to buy products in a store. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process
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45. (p. 383) When a plumbing contractor drove up to Bill's house in a brand new Mercedes, Bill decided this person would be too high-priced even before the plumbing contractor offered his bid. Bill made the mistake of: Bill "judged a book by its cover," judging the plumber's prices based on the car he drives rather than asking him how much he would charge. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 46. (p. 383) One reason why B2B salespeople spend considerable time qualifying potential customers is because: A B2B sales presentation can be expensive to prepare and deliver; B2B sales reps want to ensure that the potential customer is a good enough prospect to be worth the expense and effort. 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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