The salesperson that is genuinely interested in helping customers can build goodwill with full-line, or suggestion selling. List the four guidelines to follow when using this method
What will be an ideal response?
1. Plan for full-line selling during the preapproach step.
2. Make recommendations after you have first satisfied the customer's primary need.
3. Make your suggestions thoughtful and positive.
4. When appropriate, demonstrate the suggested item or use sales tools to build interest.
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Hotel chains such as Hyatt and Marriott sell a variation of the licensing agreement called ________ to the owners of foreign hotels to manage these businesses for a fee
A) greenfield venturing B) management contracts C) strategic alliance D) indirect exporting E) direct exporting
The first step in developing an REA diagram for a specific transaction cycle begins with identifying
A) relevant events. B) agents involved. C) resources affected. D) relationship cardinalities.