The knowledge that most businesses depend on repeat

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63. The knowledge that most businesses depend on repeat sales is the basis of: a. traditional personal selling b. direct marketing c. all trade promotions d. relationship selling e. product-oriented selling ANS: D The goal of relationship selling is to develop long-term satisfied customers. PTS: 1 REF: 286 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 64. All of the following statements characterize the traditional personal selling approach EXCEPT: PTS: 1 REF: 286 OBJ: 18-5 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 65. Consultative selling:
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PTS: 1 REF: 286 OBJ: 18-5 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion 66. The set of steps a salesperson goes through to sell a particular product is called the: PTS: 1 REF: 286 OBJ: 18-6 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion 67. The first step in the selling process is: a. qualifying leads b. approaching the customer and probing needs c. developing and proposing solutions d. making a sales presentation e. generating leads ANS: E The steps in the selling process are: (1) generating leads, (2) qualifying leads, (3) approaching the cus- tomer and probing needs, (4) developing and proposing solutions, (5) handling objections, (6) closing the sale, and (7) following up. PTS: 1 REF: 287 OBJ: 18-6 TYPE: Comp TOP: AACSB Reflective Thinking | TB&E Model Promotion
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