1. DeMarino discovered that a new cardiac surgeon had arrived at the hospital and that a Medtronic competitor's contract was expiring. As one of the first steps, he began a process to acquire the business. This information gathering process is known as the ___________________. a. pre-sales presentation b. qualification process c. approach d. the knowledge acquisition phase e. lead generation phase 2. During the knowledge acquisition phase, the company's salespeople or other members of the sales department gather materials about the prospect. In the case of DeMarino, which of the following factors loomed as the largest barrier to making the sale to the hospital? a. Identifying the prospect's needs b. Identifying the decision makers and influencers c. Understanding and evaluating the risk factors and costs in switching vendors d. Obtaining data on the hospital's prior purchasing patterns e. Understanding the prospect's business.
MedTronic: Personal Selling and Sales Promotion
1. DeMarino discovered that a new cardiac surgeon had arrived at the hospital and that a Medtronic competitor's contract was expiring. As one of the first steps, he began a process to acquire the business. This information gathering process is known as the ___________________.
a. pre-sales presentation
b. qualification process
c. approach
d. the knowledge acquisition phase
e. lead generation phase
2. During the knowledge acquisition phase, the company's salespeople or other members of the sales department gather materials about the prospect. In the case of DeMarino, which of the following factors loomed as the largest barrier to making the sale to the hospital?
a. Identifying the prospect's needs
b. Identifying the decision makers and influencers
c. Understanding and evaluating the risk factors and costs in switching vendors
d. Obtaining data on the hospital's prior purchasing patterns
e. Understanding the prospect's business.
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