Rico's Sales Manager Has Told Him That If He Wants

question 86

Multiple Choice

Rico's sales manager has told him that if he wants to quit wasting time making presentations to people who are not qualified,he should think "MAD." What was the sales manager trying to tell Rico?

• A) Rico should set up a "money accumulation determination" system for himself as a form of motivation.
• B) Rico can improve his presentations and make them more memorable if he "makes a demonstration" on each sales call.
• C) Rico can improve his success rate if he persuades customers that his products can "make a difference."
• D) Rico should qualify his prospects by determining if they have the "money, authority, and desire" to buy.
• E) Rico must "motivate" his customers to pay "attention," and use his sales presentations to create "demand."

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Definitions:

EAI System

Enterprise Application Integration system, a framework that integrates various disparate systems within an organization into a cohesive, functioning whole.

Integrates Existing Systems

The process of combining various IT systems and applications into a single, cohesive system to improve efficiency and functionality.

Sell Goods

The act of transferring ownership of a product from one party to another in exchange for money, constituting the basic activity of retail businesses.

Customer

An individual or entity that purchases goods or services from a business or company.