I think that answer is 1.5
Answer:
a. The power and influence of industry driving forces
Explanation:
As per Michael Porter, there exist five competitive forces that influence competition in an industry. The five forces as per Porter are:
- Potential entrants
- Industry competitors
- Customers
- Substitutes
- Suppliers
Potential entrants refers to the risk of new entrants in the market.
Industry competitors refers to the extent of rivalry and competition between existing firms.
Customers relate to the negotiating or bargaining power of the customers and to what extent they exercise such power.
Substitutes refer to the emergence of substitute products in the market which may drive down a firm's sales.
Suppliers relate to the bargaining power exercised by suppliers with respect to inputs.
I think that white winexpensive is heterogeneous
Answer:
The question lacks answers:
<em>a. overcoming reservations
</em>
<em>b. generating and qualifying leads
</em>
<em>c. the presentation
</em>
<em>d. the preapproach
</em>
<em>e. follow-up</em>
The answer is: a. overcoming reservations
The answer can be formulated as - handling objections
Explanation:
The sales presentation process usually follows the sequence:
<em>generating and qualifying leads -> the preapproach -> the presentation -> overcoming reservations -> closing -> follow-up</em>
The part of overcoming reservations is one of the most critical parts of the sales process, as it includes the addressing of the potential concerns a lead may have. This is the part when most salespeople end the whole process, as they are mostly not prepared to argument their sales pitch.
In this example, Patrick is confident and persistent in his efforts to emphasize the benefits of the system, even though the client expressed some concern about it. Patrick successfully overcame the client's reservations by explaining the benefits further.
