The seven steps of the selling process closely follow

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68. The seven steps of the selling process closely follow the: a. AIDA concept b. hierarchy of needs c. traditional communications model d. process of forecasting and satisfying industry demand e. JIT process ANS: A The seven steps attempts to move the customer from attention to interest to desire, and finally to ac- tion. PTS: 1 REF: 287 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion
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69. _____, or prospecting, is the identification of those firms and people most likely to buy the seller's of- ferings. PTS: 1 REF: 287 OBJ: 18-6 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion 70. AutoFry is the leading manufacturer of ventless deep fryers for supermarket deli and food service op- erations. It has developed a new high-capacity fryer. The company has decided to purchase a mailing list of thousands of food service managers and to send out brochures with a detachable card that the managers can use to request more information. AutoFry is involved in: PTS: 1 REF: 287 OBJ: 18-6 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion 71. Which of the following statements about the relative amount of time spent in the selling process by different types of salespeople is true? PTS: 1 REF: 292 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 72. In traditional selling, more time is spent _____ than in relationship selling. a. qualifying leads b. following up c. handling objections d. approaching the customer and probing needs e. designing and proposing solutions ANS: C See Exhibit 18.4. PTS: 1 REF: 292 OBJ: 18-6 TYPE: Comp
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TOP: AACSB Reflective Thinking | TB&E Model Promotion
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