In the stage of needs assessment some critical things that could be done is to, ask situational questions, problem impact questions, solution value questions and _________

Related MCQs

• Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several techniques of ______________________.
• The most critical impact to a sales organization affected by down-sizing is that:
• Use of positive approach, seek out hidden objections, ask the buyer for clarifications and objections is ______________
• Emphasize long term interests instead of closing a sale, form transaction orientation to relationship marketing, customers want “whole solution” packages, quick responses; often problem if ,separate sales forces for each product is
• Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….
• ___________ is the planning stage, learning about the customer and learning about who makes the final decision.
• ________ is realizing upon making the call that the information needs to be reassessed.
• _________ is the meet the needs of key (usually lare accounts), the goal is to maintain the account.
• ……………..is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the buyer.
• The salesperson gives the description of the product, showing how the product will make or save the money for the buyer, need satisfaction approach, concentrate on customer benefits, requirement of good listening and problem solving-skills, demonstration aids is ________________________________step of personal marketing.