Howard Genks Works as a Sales Representative for Med-Tex, a Firm

question 97

Multiple Choice

Howard Genks works as a sales representative for Med-Tex, a firm that manufactures hospital supplies. Recently, a prospective buyer walked into the Med-Tex store seeking beds for the children's ward in his private
Clinic. Howard quickly showed the client the range of beds available that were designed specifically for
Children. In which of the following steps of the selling process was Howard?

• A) handling objections
• B) prospecting
• C) qualifying
• D) presentation and demonstration
• E) follow-up

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Definitions:

Herbert Hoover

The 31st President of the United States (1929-1933), whose term was notably marked by the onset of the Great Depression.

Great Depression

A severe worldwide economic downturn that took place during the 1930s, characterized by high unemployment, deflation, and a significant fall in economic activity.

Economic Expansion

A phase of the business cycle where the economy grows and increases its output, leading to higher employment and income levels.

Roosevelt Administration

The period of U.S. governance under President Franklin D. Roosevelt, most noted for the New Deal programs implemented to counter the effects of the Great Depression.