Juan Alcobar Is Junior Sales Representative for a Large Equipment

question 50

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.
-Sarah and Juan work together to analyze the answers to the questions Sarah asked the prospect about their needs. Based on this analysis,Juan and Sarah put together:

• A)a list of questions about the prospect's payment process
• B)a pricing discount schedule that involves a value chain
• C)a proposal of products that will solve the prospect's problems
• D)a plan for customer service to implement the products
• E)a relationship strategy based on the prospect's long-term needs

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Definitions:

Form Utility

Form utility refers to the value added to goods through the manufacturing process, transforming raw materials into finished products that are more desirable to consumers.

Appealing To Buyers

Strategies used by companies to attract and persuade potential customers to purchase their products or services.

Direct Channel

A distribution method where a company sells its products or services directly to its customers without the use of intermediaries or third parties.

High-School Glee Club

A musical group within a high school that performs a variety of songs, often including dance or theatrical elements.