Tim Has Just Finished Compiling a List of Potential Customers

question 149

Multiple Choice

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

• A) approach.
• B) preapproach.
• C) make the presentation.
• D) prospect.
• E) overcome objections.

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Definitions:

Volume Objectives

Objects based on pricing decisions on market share, the percentage of a market controlled by a certain company or product.

Pricing Decisions

The process of setting the price of a product or service, taking into account costs, competition, and customer demand.

Market Share

The portion of a market controlled by a particular company or product, often expressed as a percentage of total sales in that market.

Missionary Selling

A sales technique where salespeople promote their product or service by educating potential customers about its features and benefits, often without directly asking for a sale.