Topic the personal selling process 73 p 387 in the

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Topic: The Personal Selling Process 73. (p. 387) In the selling process, the saying "It ain't over till it's over" refers to the __________ stage of the process. A. generating and qualifying leads B. preapproach C. sales presentation
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D. closing the sale E. follow-up This refers to the follow-up stage. It is essential to perform well in this stage in order to build relationships and earn additional orders in the future. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 74. (p. 387) The __________ stage of the selling process offers a prime opportunity for salespeople to solidify customer relationships through great service quality. A. generating and qualifying leads B. follow-up C. sales presentation D. closing the sale E. preapproach This refers to the follow-up stage. It is essential to perform well in this stage in order to build relationships and earn additional orders in the future. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 75. (p. 387) The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year. He needs to convey __________, delivering the right services the right way. A. reliab ility B. responsiveness C. assurance D. empathy E. tangibles
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Delivering the right services the right way refers to the reliability dimension of service quality. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 76. (p. 387) The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to be __________, quickly addressing any problems that occur. A. relia ble B. responsive C. assuring D. empathic E. tangible Addressing problems quickly refers to the responsiveness dimension of service quality. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 77. (p. 387) The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to convey __________, guaranteeing his work in writing. A. reliab ility B. responsiveness C. assurance D. empathy E. tangibles Guaranteeing his work refers to the assurance dimension of service quality. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard
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Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 78.
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