Kimberly Is a Salesperson in the Sales Division of Hewlett-Packard

question 74

Multiple Choice

Kimberly is a salesperson in the sales division of Hewlett-Packard. Today Kimberly is focused on researching a list of potential sales leads. Kimberly wants to look at these sales leads and determine how likely they are to buy from the company, the type of products they will likely need, and whether they have a sales history with the firm. Kimberly also wants to determine who the key decisions makers are in the buying decision-making process at these sales leads so she can identify who will have the most influence. In the process of her research, Kimberly makes extensive use of the firm's CRM system to forecast sales and manage leads. Kimberly is most likely at which stage of the personal selling process?

• A) Prospecting
• B) Preapproach
• C) Approach
• D) Making the presentation
• E) Following up

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Definitions:

Administered

Managed or executed in accordance with set rules or procedures, often used in the context of tests, policies, or medications.

Compensation Inequities

Refers to the disparities or unfair differences in pay among employees that do the same or similar work, often tied to gender, race, or other demographic factors.

Department Manager

An individual responsible for overseeing the operations, staff, and budget of a specific department within an organization.

Human Resources

The department within an organization that deals with employee relations, benefits, and recruitment.