Juan Alcobar Is Junior Sales Representative for a Large Equipment

question 57

Multiple Choice

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.
-As Sarah and Juan begin to put together the actual presentation,what should they do first?

• A)Clarify the objectives for the presentation using their company's standard form.
• B)Anticipate the prospect's needs based on the financial data gathered through public records.
• C)Search the CRM system for information on purchase records of similarly-sized clients.
• D)Find the correct format and graphics for the physical PowerPoint presentation.
• E)List all the features of the equipment they offer in a way that's easy for the prospect to read.

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Definitions:

Malthusian Theory

A principle suggesting that population growth is potentially exponential while the growth of the food supply or other resources is linear, leading to inevitable shortages.

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Countries that meet criteria based on income, human assets, and economic vulnerability, recognized as being the most economically and socially challenged globally.

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An increase in the efficiency of production, often measured as output per unit of input over time.

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A decade characterized by significant technological advancements, economic globalization, the end of the Cold War, and cultural shifts in music, fashion, and entertainment.