Andrew McIlhern,a Software Sales Representative,is Not Happy About Giving Up

question 63

Multiple Choice

Andrew McIlhern,a software sales representative,is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show.When he consults with his company's exhibit manager,however,she urges him to use the time to prospect wisely.
-How can Andrew use those two days in the exhibit hall to increase his pipeline?

• A)spend time studying product literature to increase his product knowledge
• B)present to visitors to the booth who cannot buy so that he can practice on people who are not prospects,so he does not have to worry about sales
• C)make calls to current customers during breaks in the booth to provide after-sale service
• D)ask his co-workers to call some of his prospects while he is gone to present the product to them
• E)qualify prospects with a few questions when they first enter the booth and capture the contact info of qualified prospects so he can make follow-up calls a few days after the trade show

Ascertain the total number of units produced over a period.

Understand the components and calculations involved in preparing budgeted selling and administrative expenses.

Analyze the relationship between budgeted sales, production, and cash disbursements.

Calculate predetermined overhead rates and understand their application in budgeting.

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Definitions:

Beliefs

Convictions or acceptances that something exists or is true, especially without proof.

Actions

The things that an individual or group does, often considered in terms of how they demonstrate intentions or achieve objectives.

Planning

The process of making plans for something, including setting goals, defining strategies, and outlining tasks and schedules.

Demographics

Statistical data relating to the population and particular groups within it, often used for marketing or policy-making purposes.