Agec 535 exam 1 - 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 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...

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...

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 Question and answers verified to pass What is prospecting? - correct answer the process of identifying potential customers who may want or need the product/service you're selling What is the difference between hunters vs farmers? - correct answer Hunters: focused on getting new customers or business Farmers: focused on maintaining an established territory with a solid, long-term customer base What are the four criteria for qualifying a prospect to see if they would make...