The goal of sending an unsolicited sales proposal is to _____
A) understand the needs of your audience
B) generate interest in your business proposal and to encourage further discussions
C) acquire information from your audience about which products and services they are using at present
D) acquire information from your audience about expected future trends in the market
E) acquire details about your competitor's proposals from your audience
Answer: B
Explanation: B) An unsolicited sales proposal is essentially a targeted marketing letter directed to someone who you believe may benefit from your products or services. Your goal is to generate interest in your business proposal and to encourage further discussions.
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Sean, a ShipNow salesperson, has a meeting scheduled with Zippy Shoes, an online shoe retailer that ships hundreds of packages each day. Sean expects that price will be a significant barrier to closing the sale with Zippy Shoes
What should Sean most likely do to prepare for price objections? A) Base the Zippy Shoes deal on prices offered to smaller ShipNow customers. B) Calculate the commission on the Zippy Shoes deal to ensure that it is fair and equitable. C) Refer all pricing questions to the ShipNow accounting department to ensure an accurate ROI. D) conduct a cost-benefit analysis to determine the savings Zippy Shoes should expect by using ShipNow. E) Ask a supervisor for the authorization to set a range of shipping prices for Zippy Shoes that are based on industry standards.