When a salesperson asks for the sale he or she is a

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89. When a salesperson asks for the sale, he or she is: a. closing the sale b. creating empathy c. reducing cognitive dissonance d. creating long-term reciprocal arrangements e. qualifying the sale ANS: A Closing requires courage and skill. PTS: 1 REF: 291 OBJ: 18-6 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion 90. Danny is in charge of new business development for his advertising agency. He recently made a sales presentation to the administration of Northwest Medical System to discuss the creative approaches his agency would use to differentiate Northwest Medical from its competition. Danny ended the presenta- tion by asking, “When would you like our firm to begin working on your new brand awareness cam- paign?” In which stage of the selling process would such a question most likely be asked? PTS: 1 REF: 291 OBJ: 18-6 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion 91. _____ is the process during which both the salesperson and the prospect offer special concessions in an attempt to arrive at a sales agreement.
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92. When a salesperson offers a discount if a prospect places a larger order, he or she is using the process of: PTS: 1 REF: 291 OBJ: 18-6 TYPE: App TOP: AACSB Reflective Thinking | TB&E Model Promotion 93. Salespeople ensure that delivery schedules are met, that the good or service performs as promised, and that buyers are trained in the use of the product. All of these functions are part of _____, the final step in the selling process. a. the preapproach b. closing c. lead qualification d. follow-up e. the sales presentation ANS: D The follow-up is the final step of the selling process and is one of the most important aspects of a salesperson’s job. PTS: 1 REF: 291-292 OBJ: 18-6 TYPE: Def TOP: AACSB Reflective Thinking | TB&E Model Promotion NARRBEGIN: Digital Cookware Digital Cookware Digital Cookware has developed a new kind of skillet that should make cooking easier for many non- chefs. The skillet has a display on its handle that beeps to alert the cook when the pan's target temper- ature is reached. The skillet with the aid of an accompanying cookbook will take much of the guess- work out of cooking. Digital Cookware is a small company, and it has invested considerable money in developing this new technology, which it eventually hopes to use in an entire line of pots and pans. It has run some small ads for the new skillet in cooking magazines and been featured on some morning talk shows. It needs a quick infusion of cash to maintain its current operational level and to develop the
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