Project management includes several ________________
a. talents and abilities
b. processes and skills
c. responsibilities and offices
d. hours of work
b
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Which of the following statements regarding product benefits is most likely true?
A) People do not buy benefits, they buy features. B) A benefit provides the customer with a personal advantage. C) Prospects usually display equal interest in features and benefits. D) Product features and benefits are the same but presented differently to consumers. E) Salespeople should avoid describing features and focus exclusively on product benefits.
Raj, a sales representative for a software firm, Orion, is giving a sales presentation to Marion, a buyer for a large manufacturing firm, Global-Tech
A sales agreement between the two firms would establish a partnering relationship and a strategic alliance. Which of the following questions is most important to Marion as she makes a buying decision? A) Is Raj a well-qualified sales representative? B) Can Raj be trusted to offer viable solutions? C) Will Raj's product be delivered in a timely manner? D) What competencies can Orion provide to Global-Tech? E) Are the values and principles of Orion and Global-Tech similar?