Which of the following strategies leads to an effective sales presentation Quizlet

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6th EditionMcGraw-Hill Education

3,760 solutions

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17th EditionMary Hansen

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6th EditionMcGraw-Hill Education

3,760 solutions

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Ramon, a senior in college, has compared the characteristics of different jobs to what he expects from his career. He wants a job that can match his expectations. He looks forward to beginning his career in sales because of its characteristics. Which of the following are some of the characteristics of sales that most likely interested Ramon?

Office job, well-established routine, indirect feedback
Nontransferable skills, booming industry, indirect feedback
Well-established routine, dependence on others, and no feedback
Job variety, dependence on others, nontransferable skills
Job variety, compensation, and advancement opportunities

According to the mental states selling approach to personal selling, the mental states are:

curiosity, interest, conviction, purchase.
attention, interest, desire, action.
motivation, innovation, curiosity, action.
attention, innovation, consideration, desire.
consideration, motivation, decision, purchase.

SPIN is an acronym for:

situation questions, problem questions, implication questions, and need-payoff questions.
sell, purchase, imply, negotiate.
similar problems, problem statement, implied solutions, and new solutions.
speak to the decision maker, probe for needs, identify problems, never take no for an answer.
span, probe, imply, and navigate.