A Salesperson Is Prospecting for New Customers Almost Constantly,but Is

question 46

Multiple Choice

A salesperson is prospecting for new customers almost constantly,but is having problems meeting his sales goals.He has consulted with his sales manager,who concludes that once the salesperson has a meeting with a decisionmaker he does quite well and often closes the sale.
-What could the salesperson 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 decisionmaking 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

Recognize the tax implications and advantages of different inventory costing methods.

Acknowledge the rules and applications of internal controls in inventory management.

Understand the basic principles of inventory valuation methods including FIFO, LIFO, and the lower of cost or market.

Recognize the impact of inventory valuation errors on financial statements and company performance indicators.

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Definitions:

Helping Relationship

A supportive interaction between two or more individuals where one party assists the other in solving problems, achieving goals, or managing emotions.

White Society

A term often used to denote societies in which White people are the demographic majority and hold primary social, economic, and political power.

Privilege

A set of unearned benefits given to people who fit into a specific social group, often unrecognized by those who have it.

Two Nations

A concept that can relate to dual nationality, the coexistence of two distinct nations within one state, or historical theories about societal division.