Use the Following to Answer Questions

question 126

Multiple Choice

Use the following to answer questions
Jafrum, Inc.is a wholesale supplier of motorcycle accessories, clothing and tools to various motorcycle retail stores around the country.Jafrum does not manufacture these items, but sells them to other retailers.The company also sells its merchandise through its website, which was created on a minimal budget but is designed with its target customers in mind.
-Sean, a Jafrum sales representative, is developing a list of potential new retail customers by accessing online directories.Here he finds the contact information for every motorcycle store in the country and eliminates those that currently are his customers.Sean is involved in which step of the personal selling process?

• A)Prospecting
• B)Pre-approach
• C)Overcoming objections
• D)Closing
• E)Following up

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Definitions:

Commercial Paper

An unsecured, short-term debt instrument issued by corporations, typically used for the financing of payroll, accounts payable, and inventories.

DSO

Days Sales Outstanding, a financial metric that measures the average number of days that a company takes to collect payment after making a sale.

Seasonal Sales

Sales that fluctuate during certain times of the year due to seasonal factors, such as holidays or weather changes.

Accounts Receivable

Funds that customers have yet to pay to a company for products or services that have already been provided or consumed.