Aacsb analytic blooms understand difficulty 2 medium

This preview shows 62 out of 65 pages.

AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 64. (p. 386) Evelyn knows that prospective customers are likely to raise reservations about price and quality. She needs to convince customers that her products represent: A. a bygone era. B. a good value. C. the least expensive choice available. D. average quality for an average price. E. an environmental achievement. Evelyn needs to convince prospective customers that her products represent a good value, based on their specific needs and problems. The precise nature of this value will vary from one customer to
Image of page 62

Subscribe to view the full document.

another. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 65. (p. 386) Effective salespeople anticipate and handle: It is important for sales reps to be prepared for potential customers' reservations and to address them. Some reservations can be anticipated and planned for. AACSB: Analytic Blooms: Remember Difficulty: 1 Easy Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 66. (p. 386) Often the best way to handle customers' reservations is to relax, listen, and: Customers' reservations can create stress for an inexperienced sales rep; however, the effective rep will anticipate them, listen carefully in a relaxed state, and reply with questions to clarify the issues involved. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process.
Image of page 63
Topic: The Personal Selling Process 67. (p. 382) The __________ stage in the personal selling process corresponds to the need recognition stage in the B2B buying process. A. generate and qualify leads B. preapproach C. sales presentation D. closing the sale E. follow-up The need recognition stage of the B2B buying process begins the process by identifying a need that can be met through a purchase. Generating and qualifying leads begins the personal selling process by identifying customers whose needs might be met by a firm's products. AACSB: Analytic Blooms: Remember Difficulty: 1 Easy Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 68. (p. 385) The __________ stage in the personal selling process corresponds to RFP stage in the B2B buying process. A. generate and qualify leads B. preapproach C. sales presentation D. closing the sale E. follow-up The RFP stage in the B2B buying process is the point at which the customer specifies requirements that vendors must meet. The sales presentation stage of the personal selling process is where the
Image of page 64

Subscribe to view the full document.

Image of page 65
You've reached the end of this preview.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern