Jane Dawson is a new sales representative for the Charles Schwab brokerage firm. In searching for clients, Jane purchased a mailing list of subscribers to The Wall Street Journal and called them all regarding their interest in discount brokerage services. She asked if they have any stocks and if they have a regular broker. Those people without a regular broker were asked their investment needs. Two days later, Jane called back with investment advice and asked if they would like to open an account. Identify each of Jane Dawson’s actions in terms of the personal selling process

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According to Hunt et al. (2024), many businesspeople often think of Customer Relationship Management (CRM) as somewhere customers' data is stored. The author further attested that CRM does more than storing customers' information, as it provides key value to salespeople, especially when it comes to instant access to customer historical pricing data. Expand on this statement and based on the chapter readings discuss three (3) CRM tools that can assist salespeople in their efforts to determine who are their most profitable customers and allowing them the ability to decrease acquisition costs.

How is the Five-C framework similar to the Five Forces framework originated by Michael Porter? Select one: A. Both are meant to facilitate analysis of the market in which a company operates. B. Both excel at analyzing an offering's ability to create market value. C. Both are concerned with whether the company and its competitors operate within the same industry. D. Neither can accommodate cross-category competition. E. Both focus on customer needs rather than industry boundaries.

Assume you are a real estate agent and you are selling the dorm room, apartment, or home in which you live. Create a short sales presentation.

The primary disadvantage of the meet-the-competition method of marketing communication budgeting is: marketing dollars may not be spent efficiently. when sales go down, so does spending. there is little flexibility in how marketing dollars can be spent. it shows a lack of commitment to marketing

All Greens is a franchise store that sells house plants and lawn and garden supplies. Although All Greens is a franchise, each store is owned and managed by private individuals. Some friends have asked you to go into business with them to open a new All Greens store in the suburbs of San Diego. The national franchise headquarters sent you the following information at your request. These data are about 27 All Greens stores in California. Each of the 27 stores has been doing very well, and you would like to use the information to help set up your own new store. The variables for which we have data are detailed below. x1 = annual net sales, in thousands of dollarsx2 = number of square feet of floor display in store, in thousands of square feetx3 = value of store inventory, in thousands of dollarsx4 = amount spent on local advertising, in thousands of dollarsx5 = size of sales district, in thousands of familiesx6 = number of competing or similar stores in sales district A sales district…

Suppose your dean of admissions is considering surveying high school seniors about their perceptions of your school to design better informational brochures for them. What are the advantages and disadvantages of doing (a) telephone interviews and (b) an Internet survey of seniors requesting information about the school?

Salespeople may be identified asa. experts, order makers, and supportpersonnel.b. order preparers, order trackers, and orderreceivers.c. order getters, order takers, and supportpersonnel.d. order getters, order makers, and orderreceivers.e. order getters, order dictators, and supportpersonnel.