Marketing: Real People, Real Choices (9th Edition)
9th Edition
ISBN: 9780134292663
Author: Michael R. Solomon, Greg W. Marshall, Elnora W. Stuart
Publisher: PEARSON
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Question
Chapter 14, Problem 10QA
Summary Introduction
To define: Meaning of prospecting and way to qualify the prospect. Steps in creative selling process ever contacted the buyer are important to sale.
Introduction:
Prospecting is the prior steps in the process of sales, which helps in identifying the potential customers. The customers have different needs in actively buying the products of their demand. Approaches are used and analyzed by businesses to sell the required product in creative way so that customer is satisfied.
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What is prospecting? What does it mean to qualify the prospect? What is !he preapproach? Why are these steps in 1he crealive selling process that occur before you ever contact the buyer so important to the sale?
What are the different factors that a salesman must look into before approaching the prospect?
Faced with a selling situation, do you have a sales orientation or a customer orientation?
Chapter 14 Solutions
Marketing: Real People, Real Choices (9th Edition)
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- what are the costs and risk for buyers at an auction and how have auction sites sought to reduce the risks?arrow_forwardWhen is handling a customer’s objections an important part of the personal selling process?arrow_forwardPlease provide relevant examples, theories and concepts learned in class. Explain the difference between the benefits and features of a product/ solution. Please provide relevant examples. Explain the discovery stage in the sales process and why this is important. Please provide an example of the types of questions you would ask a potential prospect. Explain the difference between consumer and business buyers.arrow_forward
- What is value selling?arrow_forwardYou work as a sales representative in a company that manufactures surgical equipment. Before calling on an important prospect, you decide to search the Internet and find out details about her/him. What step in the selling process is being carried out here? What is the importance of this step? please give the reference where you get data to collect information about it.arrow_forwardIf you were applying for a marketing job what are your unique selling propositions?arrow_forward
- Assume that you are working in the marketing department of a major manufacturer of athletic shoes. Your firm is introducing a new product, a line of disposable sports clothing. That’s right—wear it once and toss it! You wonder if it would be better to market the line of clothing with a new brand name or use the family brand name that has already gained popularity with your existing products. Make a list of the advantages and disadvantages of each strategy. Develop your recommendation.arrow_forwardIdentify a product important to you that you purchased where you felt that the seller had done a particularly good job of understanding your needs and helping you select and truly benefit from the purchase and use of the product. What were the aspects of design of the product and/or the whole product that you believed were at the heart of this very favorable experience?arrow_forwardDoes the stand or belief of a company affect product sales? or do customers only care about pricing, brands, features, etc.arrow_forward
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