Bernie's Sales Manager Has Just Told Him That If He

question 79

Multiple Choice

Bernie's sales manager has just told him that if he wants to quit wasting time making presentations to people who aren't qualified he's going to have to think "MAD." What was the sales manager trying to tell David?

• A)Set up a reward-punishment system for himself as a form of motivation.
• B)He can improve his presentations and make them more memorable if he Makes Another Demonstration on each sales call.
• C)He should spend his time thinking of Management who are Approachable and Devoted to the business.
• D)Qualify his prospects by determining if they have Money, Authority, and Desire to buy.
• E)Motivate his customer to pay Attention, and use his sales presentation to create Desire.

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Definitions:

Service-Type Business

A service-type business is an entity that provides intangible products or services to customers, rather than physical goods.

Accrual-Basis Accounting

Accounting basis in which companies record transactions that change a company's financial statements in the periods in which the events occur.

Cash-Basis Accounting

Accounting basis in which companies record revenue when they receive cash and an expense when they pay out cash.

Revenue Recognition Principle

An accounting principle stating that revenue should be recorded when it is earned and realizable, regardless of when the cash is received.