Which of the following is a characteristic of written sales proposals?
A) They do not vary from buyer to buyer and should be tested for effectiveness.
B) They are frequently used in competitive bidding situations.
C) They allow flexibility to adapt to buyer feedback.
D) They are often preferred by inexperienced salespeople.
E) They include memorized and automated presentations.
Question 2
In the three-phase approach for selecting key accounts, which is NOT an example of one of the three phases?
A) For example, if the product is critical to a customer's operations, support services are more valuable.)
B) For example, the goal here is to invest in support capabilities that are valued by multiple accounts.)
C) For example, the customer's sales have increased 300 in the past five years.
D) For example, some customers purchase higher-margin products than others or provide a better match to the firm's manufacturing capabilities.
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