AACSB Analytical Thinking Accessibility Keyboard Navigation Blooms Remember

Aacsb analytical thinking accessibility keyboard

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AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Kerin - Chapter 17 #75 Learning Objective: 17-03 Explain the stages in the personal selling process. Level of Difficulty: 1 Easy Topic: Prospects 76. (p. 434) The name of a person who may be a possible customer is referred to as a(n) __________. A. A-lister B. cold call C. lead D. prospect E. qualified prospect Text term definition - lead. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Kerin - Chapter 17 #76 Learning Objective: 17-03 Explain the stages in the personal selling process. Level of Difficulty: 1 Easy Topic: Leads 77. (p. 434) The customer who wants or needs the product is referred to as a __________. A. hot lead B. cold call C. lead D. prospect E. qualified prospect Text term definition - prospect. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Kerin - Chapter 17 #77 Learning Objective: 17-03 Explain the stages in the personal selling process. Level of Difficulty: 1 Easy Topic: Prospects
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78. (p. 434) A __________ is an individual that wants a product, can afford to buy it, and is the decision maker. A. qualified prospect B. customer C. lead D. prospect E. gatekeeper Text term definition - qualified prospect. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Kerin - Chapter 17 #78 Learning Objective: 17-03 Explain the stages in the personal selling process. Level of Difficulty: 1 Easy Topic: Qualified Prospects 79. (p. 434) Which of the following statements describes the major difference between a prospect and a qualified prospect? A. Prospects are more likely than qualified prospects to become customers. B. During the sales presentation, prospects are more likely to raise objections than qualified prospects. C. There are generally more qualified prospects than prospects. D. Qualified prospects have not only the need or desire for your product, but also the ability and authority to purchase it. E. A qualified prospect has purchased your product in the past and a prospect has not. A qualified prospect wants the product, is the decision maker, and has the ability to buy it whereas a prospect is a customer who wants or needs the product. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Kerin - Chapter 17 #79 Learning Objective: 17-03 Explain the stages in the personal selling process. Level of Difficulty: 2 Medium Topic: Qualified Prospects 80. (p. 434) Alice Faulkner is a professional salesperson. She earns her living by selling advertising for The New York Times newspaper. In addition to selling advertising to her regular accounts, Alice is responsible for generating new advertising accounts for the newspaper. In order to fulfill her responsibilities, Faulkner works hard to make sure the potential customers she sells to are qualified prospects. To do that, she should ensure that they A. only have an interest in buying newspaper advertising and are not considering other media.
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