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Successful Selling of Complex Products Such as Computer Software Requires

question 51

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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 and the client comes in and does the training.The training starts with explaining how personal selling fits the company strategy and how it differs from sales promotion.Latest developments in the selling process are explained with a special emphasis on networking,follow-up strategies,and postpurchase customer service.Many computer giants have reported that this type of training program has significantly affected their business.
-Refer to Technology Advancement.When John Cason began selling IBM computers,he used what he had learned at the training seminar and called friends,relatives,and former business acquaintances to see if they were looking for new computer systems.What is this lead generation technique known as?

Analyze how changes in product prices and consumer income affect consumer choices and utility.

Apply economic models to predict changes in technological advancement timeframes.

Understand how interest rates affect optimal R&D spending for firms.

Understand marginal utility and its application in consumer decision-making.

Definitions:

Gasping

A sudden, involuntary intake of breath through a wide open mouth, often as a result of shock or in need of air.

Blood Pressure Drop

A decrease in the force exerted by circulating blood on the walls of blood vessels, which can lead to symptoms such as dizziness or fainting.

Biological Processes

Natural interactions and changes that occur within living organisms, including growth, reproduction, and metabolism.

Physiological Calm

A state of physical relaxation and reduced stress, often achieved through practices like deep breathing or mindfulness.