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Practice Quiz 7 (chapter 15)

Prospecting a involves following all the leads in the

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6. "Prospecting:" A. involves following all the leads in the target market. B. should require a sales rep to spend the same amount of time with each prospect. C. refers to selection of the firm's target market. D. should use a system for allocating time to potential customers based on their potential. E. Both A and D. 7. A sales presentation in which the sales rep does most of the talking, using a "canned" presentation to obtain a "yes" answer to a "trial close" is a: 8. A professional salesperson: 9. Customer service is part of: 10. A sales rep might use new software for ______________ to provide a competitive advantage: A. sales forecasting. B. spreadsheet analysis. C. electronic presentations. D. customer contacts. E. all of the above.
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Practice Quiz 7 Key 1. (p. 399) A salesperson who seeks possible buyers with a well-organized sales presentation designed to get new business is: Difficulty: Easy LearnObj: 2 Perreault - Chapter 15 #81 Question Type: Definition
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