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Author Question: A company that markets a vitamin supplement produces a commercial that has the stated purpose of ... (Read 54 times)

swpotter12

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on: Jun 28, 2018
A company that markets a vitamin supplement produces a commercial that has the stated purpose of simply delivering straight information about the product. It is still an attempt to directly generate sales.
 
 Indicate whether the statement is true or false

Question 2

List and briefly describe each step or phase in personal selling.


morrie123456

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Reply #1 on: Jun 28, 2018
Answer to Question 1

T

Answer to Question 2

The basic steps in personal selling are explained beginning on page 568 of the text. The steps include:
1 . Prospecting and qualifying
2 . Preapproach
3 . Approach
4 . Sales presentation
5 . Handling objections
6 . Close
7 . Follow-up

Student responses may especially expand upon the first and fourth steps. The prospecting and qualifying step emphasizes both the identification of prospects and the qualifying of prospects based on several relevant factors. The sales presentation phase emphasizes use of the SPIN method.


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