Explain the Steps in the Personal Selling Process

question 18

Essay

Explain the steps in the personal selling process. How does B2B personal selling differ from B2C personal selling?

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Definitions:

Profitability Index

A ratio that calculates the relationship between the present value of future cash flows and the initial investment, used to assess project desirability.

Average Accounting Return

The average annual net income of an investment divided by the average book value of the investment.

Cost of Capital

The required return necessary to make a capital budgeting project, such as building a new plant, worthwhile, including the cost of debt and equity financing.

Required Return

The minimum expected rate of return on an investment deemed acceptable to an investor, taking into account the risk level of the investment.