Tim Has Just Finished Compiling a List of Potential Customers

question 149

Multiple Choice

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

• A) approach.
• B) preapproach.
• C) make the presentation.
• D) prospect.
• E) overcome objections.

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Definitions:

Specific Tariff

is a fixed fee imposed by a government on imported or exported goods, based on the quantity of the goods rather than their value.

Imported Good

A product or service that is brought into one country from another country for the purpose of sale or use.

Consumer Surplus

The difference between the total amount consumers are willing to pay for a good or service and the total amount they actually pay.

Producer Surplus

The difference between what producers are willing to accept for a good or service versus what they actually receive, indicating gains from trade.