The Key to Attracting Potential Users, or Even Possibly Nonusers

question 20

Multiple Choice

The key to attracting potential users, or even possibly nonusers, is ________.

• A) understanding the reasons they are not using
• B) offering financial incentives for first-time use
• C) increasing the usage rate of existing users
• D) developing a new product that better meets their needs
• E) increasing advertising expenditures

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Definitions:

Personal Selling Process

A sequence of seven steps that salespeople follow to acquire new customers and obtain orders: prospecting and qualifying; preapproach; approach; presentation; handling objections; gaining commitment; and follow-up.

Qualified Prospects

Potential customers who have been researched and evaluated and are deemed to have a high likelihood of becoming buyers.

New-business Salespeople

Sales professionals specialized in identifying, engaging, and converting prospects into new customers, vital for business growth and market expansion.

The Approach Step

A phase in a process or strategy that involves moving towards a specific goal or objective through planned actions.