Reference no: EM131264215
List the steps in the selling process. The selling process is composed of seven basic steps: (1) generating leads, (2) qualifying leads, (3) approaching the customer and probing needs, (4) developing and proposing solutions, (5) handling objections, (6) closing the sale, and (7) following up.
1. You are a new salesperson for a well-known medical software company, and one of your clients is a large group of physicians. You have just arranged an initial meeting with the office
2. What does sales follow-up entail? Why is it an essential step in the selling process, particularly from the perspective of relationship selling? How does it relate to cognitive dissonance?
3. How many ways can zapdata (www.zapdata.com) benefit salespeople? Which of its services would be most useful to marketing managers? Other businesspeople?
4. Consider each step in the selling process. Which steps could be conducted through technology (Internet, webinars, etc.)? Which are most important to handle "face-to-face"?
|
Compare the patient incidence in the table
: Compare the patient incidence in the above table to the desired rate of 4 Patients/hour. What specific problems do these data pose for the PMH clinic? Explain your logic
|
|
Translate the price per volume into price per ounce
: Translate the price per volume into price per ounce. Our 14-ounce can costs $.064 per ounce ? - Now rank the price per ounce (we'll call it x) from the highest (1) to the lowest.
|
|
Relationship selling and traditional methods of selling
: What are the key differences between relationship selling and traditional methods of selling? What types of products or services do you think would be conducive to relationship selling?
|
|
Draw a block diagram for a direct current motor position
: Position control servos are discussed extensively in classical control texts. Draw a block diagram for a direct current motor position control system after consulting your classical control text. Modify the block diagram to obtain a digital positi..
|
|
What does sales follow up entail
: List the steps in the selling process. - What does sales follow-up entail? Why is it an essential step in the selling process, particularly from the perspective of relationship selling?
|
|
What kinds of management challenges does arra or hitech pose
: What kinds of management challenges does ARRA/HITECH pose to this kind of organization? How are these being addressed? What additional solutions might you propose, and why?
|
|
Sales management opportunity available at amway and quixtar
: What kinds of sales management opportunities are available at Amway and Quixtar? - How does each of the sales management functions contribute to a successful, high-performing sales force?
|
|
Formulate a linear programming model for the given problem
: Available space limits the number of newspaper ads to 7. The store wants to know the optimal number of each type of advertising to purchase to minimize total cost. Formulate a linear programming model for this problem.
|
|
Assume that the discount rate and tax rate
: Flatte Restaurant is considering the purchase of a $9,300 soufflé maker. The soufflé maker has an economic life of four years and will be fully depreciated by the straight-line method. The machine will produce 1,650 soufflés per year, with each costi..
|