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QUESTION 291.In a need-satisfaction presentation, the most time is spent in the _____ phase.need-fulfillment
need-awarenessneed-utilizationneed-developmentneed-diffusion1.5 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:
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 chain1.5 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
QUESTION 351.Which of the following statements describes something a salesperson should do when using e-mail to communicate with customers?1.5 points