Marco, a Salesperson, Prospects for New Customers Almost Constantly but Still

question 50

Essay

Marco, a salesperson, prospects for new customers almost constantly but still has problems meeting his sales goals. Marco has consulted with his sales manager, who notices that once Marco has a meeting with a decision maker, he typically closes the sale.
-What could Marco most likely focus on to better meet his goals?
A)more prospecting to make sure he has a steady supply of potential new customers to present the product to
B)qualifying prospects to make sure that they have the desire and decision-making authority to make a purchase
C)presenting to the prospect using a stronger emotional appeal and less logic
D)presenting benefits to the prospect instead of features,and making sure the benefits are as specific as possible
E)working with a more seasoned salesperson from his company to learn techniques for finding more prospects in less time

• A)more prospecting to make sure he has a steady supply of potential new customers to present the product to
• B)qualifying prospects to make sure that they have the desire and decision-making authority to make a purchase
• C)presenting to the prospect using a stronger emotional appeal and less logic
• D)presenting benefits to the prospect instead of features,and making sure the benefits are as specific as possible
• E)working with a more seasoned salesperson from his company to learn techniques for finding more prospects in less time

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Definitions:

Correlation Coefficient

A statistical measure that quantifies the degree of relationship or association between two variables.

Relationship

The way in which two or more concepts, objects, or people are connected, or the state of being connected.

Difference

The result of subtracting one quantity from another, often used to compare or measure changes.

Significant Correlation

A relationship between two variables where changes in one variable are associated with changes in the other, and this association is statistically significant.