04 An effective proposal does not include

All of these parts are included.

the rationale for taking action now.

an implementation schedule.

the objective and strategy to meet it.

a budget and overview.

05 Manitoba Forest Products provides complete product training for its sales force. Which of the following areas are part of that product training?

Price and delivery

Maintenance and service contracts

Performance specifications

Quality improvement processes

All of the above are part of product training.

06 What is the difference between a general and a specific benefit?

A general benefit works for every customer, and a specific benefit will work for only one customer.

There is no difference; a benefit is a benefit.

A general benefit is for the transactional buyer and a specific benefit is for a strategic alliance buyer.

A general benefit shows how a feature can be helpful to a buyer, but it does not relate to a specific need expressed by the buyer.

A general benefit is about the company and a specific benefit is about the product.