Answer:
A process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers
Explanation:
1) Generating Sales Leads
-Qualifying sales leads
2) Determining Sales Prospects
3) Prioritizing Sales Prospects
4) Preparing for Sales Dialogue
5) Remaining stages in the trust-based sales process
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.
Answer:
they are afraid of hearing any negative feedback
Answer:
B. Imposed Non Exchange Transactions
Explanation:
A non exchange transaction is a form of transaction whereby a party or a group or an individual receives something of value without directly giving value back in exchange. In non exchange transactions, a party gives value to another without directly receiving approximate value in exchanges. Grants, taxes, special assessments, fines and so on are all parts of non exchange transactions. However, taxes and fines are imposed non exchange transactions because they are assessed and not derived from transactions.
Answer:
The predetermined overhead rate for the recently completed year would be $25.66
Explanation:
The predetermined overhead rate is computed as;
= Total estimated manufacturing overhead / estimated direct labor
Where;
Total estimated manufacturing overhead = Estimated total fixed manufacturing overhead + estimated variable manufacturing overhead rate × estimated labor hours
= $1,196,840 + $2.82 × 52,400
= $1,196,840 + $147,768
= $1,344,608
Therefore,
Predetermined rate = $1,344,608 / 52,400 hours
Predetermined rate = $25.66
