Successful Selling of Complex Products Such as Computer Software Requires

question 45

Multiple Choice

Successful selling of complex products such as computer software requires excellent salespeople.Lack of quality service in the marketplace led Alan Hall,head of a small computer networking company,to open Technology Advancement Corporation in 1988.Today,Technology Advancement is a national field marketer with several divisions.The bulk of its business involves training and educating salespeople on the features,benefits,competitors,and market potential of Technology Advancement's clients' products.To date,Technology Advancement has focused on computer software and hardware makers and has launched most of the marquee names in the industry: Novell,Lotus Development,IBM,Microsoft,Apple Computer,Hewlett-Packard,Motorola,Intel,and Xerox,as well as smaller firms.
Here's how the Technology Advancement client relationship works for training.A marketer hires the company to promote its product or to launch a new product,and Technology Advancement assigns a team exclusively to that client.The team gathers,usually at a ski resort,and the client comes in for the training.The training starts with explaining how to use direct communication with a prospective purchaser and how it fits the company strategy and differs from sales promotion.Latest developments in the selling process are explained with special emphasis on networking,follow-up strategies,and post-purchase customer service.Many computer giants have reported that this type of training program has significantly improved their business.
-Refer to Kraft Foods.What is the term for the identification of those firms and people most likely to buy Kraft products?

• A)prospecting
• B)lead qualification
• C)the sales presentation
• D)the sales approach

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Definitions:

Disorganized Speech

A symptom of schizophrenia and other psychotic disorders characterized by incoherent and nonsensical talk, making it hard to understand.

Prevalence Rate

The proportion of a population found to have a condition or disease at a specific time.

Disorders

Conditions or diseases that disrupt normal physiological or psychological functions.

Faulty Perception

Erroneous or distorted interpretation of sensory information.