Summarize the steps in the personal selling process for creative selling
What will be an ideal response?
Answer: The salesperson engages in prospecting (identifying potential customers) and qualifying prospects. Next, the salesperson approaches each prospect and establishes a positive first impression. Then the salesperson presents information, which may include a product demonstration. The process continues with handling any objections and closing the sale. The process is completed with follow-up to ensure the customer is satisfied. The steps in the personal selling process for creative selling are prospecting and qualifying, approaching, presenting and demonstrating, handling objections, closing, and following up.
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Evaluating financial statements permits managers, lenders, suppliers, and investors to do all of the following except
A. Determine whether the firm is on track with its long-term goals B. Retain a firms earnings C. Identify business variables D. Analyze borrowing needs E. Identify trends in sales and profits
List the nine components of a service blueprint
What will be an ideal response?