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Elena-2011 [213]
4 years ago
14

When Patrick was talking with his customer about the new accounting system, his customer mentioned that she thought the new syst

em was not going to fit into their budget. Patrick explained that once her people were trained on it, it would require less time to process orders, and therefore save her money in payroll. Which part of the sales presentation is demonstrated in this example?
Business
1 answer:
cupoosta [38]4 years ago
6 0

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.

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3 0
3 years ago
Which of the following is a benefit of direct and digital marketing for​ buyers?
makvit [3.9K]
<span>Benefit of direct and digital marketing for​ buyers is that it is easy, convenient and private. 

Direct digital marketing (DDM) uses email, websites and mobile services to connect content with their users. This is a private, direct and easy way for companies to share their information directly with the consumer that it is intended for. This is similar to plan direct marketing mailing their information, just electronically. 
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3 0
4 years ago
In 2008, 1 in approximately every 200 cars in the United States was stolen. Beth owns a car worth $20,000 and is considering pur
rjkz [21]

Answer:

A) The amount of the premium in fair insurance policy that replaces Beths car, must be equal to the probability or expectation of claim of car theft.

Therefore, the Premium amount = 20000 x (1/200)

= 20000 (0.005)

= $100

B) If an Insurance company charges 0.6% for replacing a stolen car, then the policy will cost beth:

20000* 0.6%

= 12,000/100

= $ 120  

C) To be risk-neutral means to be indifferent to the risk. This means that Beth would be indifferent. She most likely will be focused on maximizing value for money. In other words, she will NOT pay for the insurance policy in part b because part A provides her with the exact (or fair) premium for her insurance.

D) The moral hazard problem is this, people tend to become more careless with an insurance policy in place. This moral hazard arises form the knowledge that there is an insurance policy that caters to their risks.

As a matter of practice, therefore, insurance companies factor this increased risk into their premiums. Where the premium was supposed to be $100, they may charge $120.

In summary, it means that Beth most likely will move from becoming risk neutral to becoming (to a certain degree) more risk loving.

Cheers!

3 0
3 years ago
Monique really wants a new car, especially now that she admires a coworker's new vehicle every day. What need seems to be motiva
zhenek [66]

Answer: Personal need for status and respect

Explanation:

It is known that people care about the way that other members of their work groups, society etc view them. In this they care about their social worth or social reputation. Monique had a need for a new car, but seeing her coworker with one already made her review her self-worth and spurred the desire to want to attain the status of owning a car even more. Although the degree of concern about one’s social status varies across people, contexts, and time, these concerns are rarely dormant and easily stirred as it has in Monique. Social worth is among peoples’ most critical and pervasive considerations at work, as well as in most social settings. While respect reflects the worth and value accorded to people, status is conceptualized as the respect and admiration that an individual possesses in the eyes of others,. It is also a yardstick of the social worth that others confer on an individual.

4 0
3 years ago
Read 2 more answers
The requirement that certain professionals possess a license in order to work in a particular market has the effect of reducing
Nimfa-mama [501]

Answer:

C

Explanation:

The correct option is  C :price to increase and the profits of firms in the market to decrease

This can be explained by the fact that, since it always been mandatory to possess a license in order to work in a particular market. This certainly  reduces the competition in the market and thus, the prices would increase; therefore, as the firms have to pay for licence thus would reduce the profits of firm.

8 0
3 years ago
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