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MGT 103 Chapter 19+20 Exam Questions and Answers (Graded A) $10.99   Add to cart

Exam (elaborations)

MGT 103 Chapter 19+20 Exam Questions and Answers (Graded A)

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MGT 103 Chapter 19+20 Exam Questions and Answers

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  • October 16, 2024
  • 5
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • MGT 103
  • MGT 103
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millyphilip
MGT 103: Chapter 19+20 Exam
Questions and Answers

Personal iiselling ii(B2B) ii- iiAnswers ii-A iidirect iiinteraction iibetween iia iicompany
iirepresentative iiand iia iicustomer, iitwo-way iiflow iiof iiinformation


Advantages iiof iipersonal iiselling: ii- iiAnswers ii-Immediate iifeedback, iiquite iipersuasive

Disadvantages iiof iipersonal iiselling: ii- iiAnswers ii-Expensive iiper iiexposure, iimessages
iimay iidiffer


Much iitakes iiplease iiin iiB2B iiarena iibetween: ii- iiAnswers ii-Representatives iiof
iimanufacturers iiand iieither iiwholesalers, iiretailers, iior iiend iiusers


Personal iiSelling ii(B2C) ii- iiAnswers ii-People iiin iisales ii(vacuums, iisolar iipanels,
iinorthwestern iimutual iiinvestments, iietc.)
-cosmetologists
-dentists
-physisicians

Two iigeneral iiapproaches iito iipersonal iiselling: ii- iiAnswers ii-Transactional iiselling iiand
iirelationship iiselling


Transactional iiselling: ii- iiAnswers ii-A iiform iiof iipersonal iiselling iithat iifocuses iion
iimaking iian iiimmediate iisale iiwith iilittle iior iino iiconcern iifor iideveloping iilong-term
iicustomer iirelationship


Relationship iiselling: ii- iiAnswers ii-Process iiof iibuilding iilong-term iicustomers iiby
iideveloping iimutually iisatisfying, iiwin-win iirelationships iiwith iicustomers, iibuilding iitrust
iiand iicommitment iito iicustomer's iineeds iiover iitime


Inside iisales: ii- iiAnswers ii-From iia iidesk, iipersonalized

Outside iisales: ii- iiAnswers ii-Reps iivisiting iilocations, iipersonalized, iiselling iiproducts
iiinto iiretail iistores, iisetting iiup iidisplays


Order iitaker: ii- iiAnswers ii-Sales iiperson iiwho iicollects iiorders, iibut iidoes iinot iiattempt iito
iifind iinew iicustomers iior iipersuade iiexisting iicustomers iito iiincrease iithe iisize iior
iifrequency iiof iitheir iiorders

, Order iigetter: ii- iiAnswers ii-Sales iiperson iiwho iiincreases iithe iifirm's iisale iirevenue iibut
iiacquiring iiorders iifrom iinew iicustomers iiand iimore iiorders iifrom iiexisting iicustomers


Scope iiand iisignificance iiof iipersonal iiselling iicreating iicustomer iivalue: ii- iiAnswers ii--
identify iicreative iisolutions iito iicustomer iiproblems
-ease iithe iicustomer iibuying iiprocess ii
-make iithe iiafter-the-sale iifollow-up

Stages iiand iiobjectives iiof iithe iiPersonal iiSelling iiProcess: ii- iiAnswers ii-1.Prospecting
2.Preapproach
3.Approach
4.Presentation
5.Close
6. iiFollow-up

Prospecting: ii- iiAnswers ii-Search iifor iiand iiqualify iiprospects

Preapproach ii- iiAnswers ii-Gather iiinformation iiand iidecide iihow iito iiapproach iithe
iiprospect


Approach ii- iiAnswers ii-Gain iia iiprospect's iiattention, iistimulate iiinterest, iiand iimake
iitransition iito iithe iipresentation


Presentation ii- iiAnswers ii-Begin iiconverting iia iiprospect iiinto iia iicustomer iiby iicreating iia
iidesire iifor iithe iiproduct iior iiservice


Close ii- iiAnswers ii-Obtain iia iipurchase iicommitment iifrom iithe iiprospect iiand iicreate iia
iicustomer


Follow-up: ii- iiAnswers ii-Ensure iithat iithe iicustomer iiis iisatisfied iiwit iithe iiproduct iior
iiservice


Presentation iistage ii(convert): ii- iiAnswers ii-Conversion iiof iiprospect iiinto iia iicustomer

Stimulus: ii- iiAnswers ii-Response iito iipresentation: iigiven iithe iiappropriate iistimulus, iithe
iicustomer iiwill iibuy ii(suggestive iiselling)


Formula: ii- iiAnswers ii-Selling iipresentation: iiinformation iimust iibe iiprovided iiin iistep-by-
step iiaccurate iiand iithorough iimanner

Need iisatisfaction: ii- iiAnswers ii-Probing iiand iilistening, iiidentifying iineeds/interests
ii(adaptive iiselling)


Techniques iifor iihandling iiobjections: ii- iiAnswers ii--acknowledge iiand iiconvert
-agree iiand iineutralize
-accept iithe iiobjection ii

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