In a need satisfaction presentation the most time is spent in the phase need

In a need satisfaction presentation the most time is

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QUESTION 291.In a need-satisfaction presentation, the most time is spent in the _____ phase. need-fulfillment
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need-awarenessneed-utilizationneed-developmentneed-diffusion 1.5 points QUESTION 301.The four components of sales call planning (in their correct order. are: 1.5 points QUESTION 311.According to the text, as a salesperson, you earn the right to a prospect's time and serious attention by: 1.5 points QUESTION 321.A marketing plan for a canning company that is buying a new inventory software system should involve:
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1.5 points QUESTION 331.James is 16 years old and has recently moved to the suburbs. He is trying to earn money to buy a car by operating a dog walking service. He is going house-to-house and knocking on the door of every individual who lives within a six-block radius of his house. James is using the _______ method of prospecting. public demonstrationgeographicreferralcold canvasendless chain 1.5 points QUESTION 341.The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is: 1.5 points
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QUESTION 351.Which of the following statements describes something a salesperson should do when using e-mail to communicate with customers? 1.5 points
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  • Spring '12
  • Richards
  • Sales, sales training

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