Agec 535 - Study guides, Class notes & Summaries

AGEC 535 Exam 1 Question and answers rated A+1. Prospecting and qualifying - correct answer - Prospecting: identifying potential customers - Qualifying: screening leads 2. Preapproach - correct answer Learning as much as possible about a prospective customer prior to making a sales call 3. Approach - correct answer Stage where the salesperson meets the customer for the first time 4. Presentation and demonstration - correct answer - Benefits of the product are presented and demo...

AGEC 535 Exam 2AGEC 535 Exam 2 Question and answers 100% correct The process of identifying potential customers who may need or want the product or service you're selling - correct answer Prospecting Focused on getting new customers or expanding business (business development role) - correct answer Hunters Focused on maintaining an established territory with a solid, long-term customer base - correct answer Famers The process of analyzing prospects to determine if they meet the c...

AGEC 535 exam 1 Questions with complete solution the 7 steps in the selling process: ___ & qualifying, ____, ____, presentation & ____, handling _____, ____, and _____ prospecting preapproach approach demonstration objections closing follow up step 1: prospecting and qualifying: prospecting = identifying _____ ____ qualifying = screening ____ potential customers leads Step 2: Preapproach: learning as much as possible about a ___ ___ prior to making a sales call prospective c...

KSU AGEC 535 Question and answers rated A+ Prospecting - correct answer The process of identifying potential customers who may need or want the product or service you are selling Hunter Sales Role - correct answer Focused on getting new customers or expanding business Farmer Sales Role - correct answer Focused on maintaining an established territory with a solid, long-term customer base Four criteria for qualifying a prospect to determine if they are likely to be a good customer -...

AGEC 535 Question and answers rated A+Negotiation - correct answer people with differing views come together to reach an agreement on an issue. Negotiation = form of persuasive communication = bargaining **Negotiation is about getting the best deal possible in the best possible way Distributive Negotiation Win-Lose - correct answer claim all profit or max share for oneself winning it all Integrative Negotiation win-win - correct answer create value (expand the pie) and...

AGEC 535 KSU Exam 1 Lehman Question and answers correctly solved longer - correct answer The selling cycle of major sales is greater - correct answer The size of a customer's commitment is more likely - correct answer An ongoing relationship is greater for both parties - correct answer The risk of mistakes is Opening->Investigating-> Demonstrating Capability-> Obtaining Commitment - correct answer Four Stages of a Sales Call Opening - correct answer warming u...

Agec 535 exam 3 Question and answers already passed Leadership vs. Management: Leadership - correct answer getting people to want to follow them Leadership vs. Management: Management - correct answer getting people to follow leadership to achieve organization goals Leadership definition according to John Maxwell - correct answer Leadership is not influence its getting people to follow you Leadership is not the same thing as management, managers can maintain things but they can't c...

AGEC 535 Exam 1 Question and answers correctly solved 7 steps in the selling process / descriptions - correct answer Look at PP slide 4 Phases of the Customer-Oriented Sales Call Model - correct answer Look at PP slide specific steps within the phases - correct answer Look at PP slide in phase 4, what to say when customer says yes, no or maybe - correct answer Look at PP slide define negotiation, features, and benefits - correct answer Feature - anything that can be seen, f...

KSU AGEC 535 Ag Sales Exam 2 Questions with complete solution 4 Parts of Customer Service: Commitment - correct answer pledge to service, teamwork, and keeping promises 4 Parts of Customer Service: Team Thinking - correct answer everyone is involved in customer service and each individual's actions affect everyone else 4 Parts of Customer Service: Communication - correct answer active listening, positive responses and empathy, making customers feel important and understood 4 Part...