Successful Selling of Complex Products Such as Computer Software Requires

question 100

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 Technology Advancement.Technology Advancement is providing training on which subject?

• A)personal selling
• B)trade promotion
• C)advertising
• D)public relations

Calculate the correct amount of cash to be reported as a current asset.

Perform bank reconciliation tasks and properly classify adjustments.

Calculate and understand the financial implications of discounting notes receivable.

Understand the criteria for determining reportable segments under GAAP.

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Definitions:

Wages and Benefits

Compensation received by employees for their services including hourly pay or salary, along with additional perks such as health insurance, retirement plans, and bonuses.

Channels of Communication

The methods or systems used to convey messages or information from one person or entity to another within an organization.

Comparable Salaries

Wages or earnings that are similar or equivalent, often referenced in context to industry standards or positions within similar organizations.

Local Competitors

Businesses within the same geographic area that offer similar products or services and compete for the same customer base.