Question $49$

$2$ pts

Scenario $17\mathrm{.}1$

Use the folloxing to answer the questions.

Jafrum, lnc$.$ is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jaffum does not mamufacture these items, but sells them to other retailers and also sells its merchendise through its webaite. Larry Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by $15\%$ in the coming year by adding pew customers. Larry's current compensation is a base salary of $$1,000$ per month, plus $5\%$ of all sales over $$100,000.$ His salary last year totaled $$42,000.$ Management has given Lary the choice of going to a compensation plan whbere be will eam $15\%$ of all sales, but po draw.

Refer to Scenario $17\mathrm{.}1.$ Larry selects several motorcycle stores that are not currently his customers. He then obtains and analyzes information about the current brands of motorcycle accessories they stock, their sales trends, and credit history. Larry is engaged in which of the following?

$$ Prospecting

The preapprosch

Approaching the customer

Making the presentation

Overcoming objections