Mike Is a Sales Representative for an Industrial Equipment Company

question 43

Multiple Choice

Mike is a sales representative for an industrial equipment company.He plans to meet as many prospective buyers as possible in order to reach his sales target.Mike can expect sales resistance from prospects when:​

• A)​they want to avoid the sales interview.
• B)they have all the information they require to make a decision.
• C)​they are not happy with the product they are currently using.
• D)​they have been properly qualified by him.
• E)​they recognize a need for the product he is offering.

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Definitions:

Process

A series of actions or steps taken in order to achieve a particular end.

Specific Sequence

An exact order in which related events or processes occur.

Inputs and Outputs

In a system or process, inputs are the resources used, while outputs are the products or services generated.

Maverick Buying

The practice of making unauthorized purchases outside of agreed procurement policies and contracts.