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

question 7

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.
-From the base of prospects Andrew makes at the trade show,he closes sales on twice as many as his usual close rate,and his sales cycle is only 3/4 as long as usual.What explains this?

• A)The prospects he met at the trade show are already qualified and have seen a demo of the software in the booth and have asked to be contacted.
• B)The prospects he met at the trade show had more money to spend than do his usual prospects.
• C)The prospects he met at the trade show got to know him personally in a way his prospects don't usually,so they bought from him because he was a friend.
• D)The trade show only attracted prospects who were ready to buy the products they saw on the exhibit hall floor.
• E)The trade show required exhibiting companies at the trade show to offer a discount to attendees.

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Definitions:

In-Depth Interviewing

A qualitative research technique that involves conducting thorough, open-ended interviews to explore a respondent's thoughts and feelings on a particular topic.

Qualitative Research

Informal research methods, including observation, following social media sites, in-depth interviews, focus groups, and projective techniques.

Different Areas

Diverse sectors, regions, or fields of study that vary in characteristics, purposes, or disciplines.

Industry Experts

Professionals with extensive knowledge and experience in a specific field or industry, often sought for their insights and advice.