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

---

Definitions:

Consolidation Worksheet

A tool used in accounting to combine the financial statements of a parent company and its subsidiaries into a single set of statements.

Fair Value

The estimated price at which an asset or liability could be exchanged between knowledgeable, willing parties in an arm's length transaction.

Book Value

The net value of a company's assets minus its liabilities, often used as a measure of the company's worth on its balance sheet.

Partial Equity Method

An accounting approach where an investor recognizes income from an investee to the extent of dividends received and changes in the investee's equity.