Juan Alcobar Has Been Working as a Junior Sales Representative

question 43

Multiple Choice

Juan Alcobar has been working as a junior sales representative for a large equipment manufacturer for six weeks when Sarah Gittins,a senior sales representative,is assigned his help in preparing and presenting to a huge new prospect she has just started working with.
-As Sarah and Juan begin to put together the actual presentation,which of the following do they focus on first?

• A)Clarifying the objectives for the presentation using their company's standard form.
• B)Anticipating the needs the prospect has based on the financial and strategy information they discover about the prospect through public records and media interviews.
• C)Searching the CRM system for information on purchase records of other similarly-sized clients.
• D)Finding the correct format and graphics for the physical PowerPoint presentation.
• E)Listing all the features of the equipment they offer in a way that's easy for the prospect to read.

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Definitions:

Cash Flow

The gross amount of capital circulated in and out of an enterprise, directly affecting its ability to meet immediate expenses.

Accounts Receivable

The money owed to a company by its customers for goods or services that have been delivered but not yet paid for.

Closing The Books

The process of finalizing all accounts and preparing financial statements at the end of an accounting period.

Transactions

Acts of buying, selling, or exchanging goods, services, or financial assets in the market.