MARKETING
7th Edition
ISBN: 9781260087710
Author: Grewal
Publisher: RENT MCG
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Chapter 20, Problem 10MA
Summary Introduction
To discuss: Person X’s responses regarding the mentioned reservations of customers.
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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
5. Which of the following best describes a "sales funnel"?
Group of answer choices
A sales funnel is the process after a sales is closed where the customer receives
the product and begins using it.
A process whereby sales decrease over time as if they are going into a funnel.
A process of drawing in people who might be good purchasers of your
product by first finding out which are interested and have money to spend,
then eventually leading them to purchase your product.
A sales funnel is used by department stores during key sale weekends. In a sales
funnel, each day the price is reduced until the product is finally available at the
lowest possible price.
Maria wants to research the other lists that may work well for her clients' needs.
Which 3 lists will she find on the All lists window?
(Select all that apply)
Chart of Accounts
Customers
Payment Methods
Attachments
Vendors
All Transactions
Knowledge Booster
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- Type the correct answer in each box. Spell all words correctly. Which term describes a business that gives users access to the Internet for monthly, quarterly, or yearly charges? A(n) is a business that provides users the access to the Internet for monthly, quarterly, or yearly charges.arrow_forwardWhen considering a high involvement purchase, what are reasons that consumers spend more time researching the product before buying? (Select all answers which apply.) Group of answer choices The purchase isn't expensive, but they know that their spouse believes it's really important to get exactly the right product. They will have to wait months before the product arrives and don't want to have to return it. Every purchase should be high involvement and we need to worry over every penny we spend. They are spending a lot of money on the product and want to spend it wisely.arrow_forwardA customer has the following reservations. How do you respond? “I really like all the things this copier does, but I don’t think it’sgoing to be very reliable. With all those features, something’s gotto go wrong.” “Your price for this printer is higher than the price I sawadvertised on the Internet.”arrow_forward
- You were promoted to district sales manager recently. You are now in-charge for the performance of thirty-five salespeople who call on industrial distributors in Florida, Chicago and Houston, selling mostly to independently operated hardware stores and franchises. Probably because you recently earned an MBA in Marketing, your national sales manager has asked you to create a program to encourage the company’s field salespeople in carrying out the CEO’s mandate for a total sales force customer relationship management (CRM) program to retain profitable business customers. Prepare a bulleted outline or executive summary of your proposed sales force empowerment program for submission to your national sales manager.arrow_forwardSelling concept is typically expert with unsought goods those that buyers can't usually think of buying, such as insurance of life Select one: True O False Previous page Next Return to: General dyarrow_forwardA: Salespeople need someone to tell them when it's time to go to work because they don't know that if they don't work, they won't be earning. Is this statement true?arrow_forward
- a. You are the coordinator of a nonprofit that distributes donated items to three local homeless shelters and want to figure out a way of distributing the donated items to the shelters who need it the most. Which of the following would most likely achieve your goal? Ask shelters to submit their requests, and decide what to send where based on their answers. Send all the donations to the shelter that has the least. Divide the donations evenly among the three shelters. Offer each shelter a virtual "budget" and have them bid on different items. b. Which of these best represent a planned approach and which best represent a market approach? (Categorize them) Ask shelters to submit their request, and decide what to send where based on their answers Send all the donations to the shelter that has the least Divide the donations evenly among the three shelters Offer each shelter a virtual "budget" and have them bid on different items.arrow_forwardIn the selling process, which of the following is true of a salesperson's conducting the needs assessment of prospective clients? O It should be carried out by the salesperson during development of the sales proposal. O It requires the salesperson to be aware of regulations and legislation that affect the industry. O It does not include the impact of competition on the demand for the product that is being sold. O The salesperson in relationship selling does not need to conduct a needs assessment.arrow_forwardGive a correct answer?arrow_forward
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