Question: Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the

____

step of the personal selling process.

Question

18

options:

objections

presentation

approach

preapproach

sales

-

planning

Step by Step Solution

There are 3 Steps involved in it

1 Expert Approved Answer

Step: 1 Unlock blur-text-image

Question Has Been Solved by an Expert!

Get step-by-step solutions from verified subject matter experts

Step: 2 Unlock

Step: 3 Unlock

Students Have Also Explored These Related General Management Questions!

Nathan is married with two children and has AGI of $405,000. He also has the following AMT adjustments and preferences: Itemized deductions: medical after floor:$5,375 regular tax taxes: $34,354...

This text was adapted by The Saylor Foundation under a Creative Commons Attribution-NonCommercial-ShareAlike 3.0 License without attribution as requested by the work's original creator or licensee. 1...

Planning is one of the most important management functions in any business. A front office managers first step in planning should involve determine the departments goals. Planning also includes...

M4 Assignment: Leadership Behavior You have been hired by Doris Ann Riley, the head of HR for King Conductors to analyze a management/leadership situation. She is concerned with what she is hearing...

Q1 What is the primary objective of a modern-day frequency marketing program? Q2 What steps must a company take first before gathering additional information on its customers? Q3 For most...

i want Format for case memos The memo should cover three important areas 1: The main problem the company/decision maker is facing (this is the most important step of the memo). This is your view of...

ANSWER QUESTIONS 1. What are the five activities of systems analysis, and which activity is discussed beginning with this chapter? 2. What is a user story? What is a use case? 3. What are the two...

ANSWER QUESTIONS 16. Define a temporal event and give an example that applies to a checking account system. 17. What are system controls, and why are they not considered part of the users' functional...

ANSWER QUESTIONS 1. What are the five activities of systems analysis, and which activity is discussed beginning with this chapter? 2. What is a user story? What is a use case? 3. What are the two...

ANSWER QUESTIONS 21. What is UML? 22. What is the purpose of UML use case diagrams? 23. What is another name for "actor" in UML, and how is it represented on a use case diagram? 24. What is the...

ANSWER QUESTIONS 11. What is an elementary business process (EBP)? 12. Explain how the event decomposition technique helps identify use cases at the right level of analysis. 13. What is an event? 14....

In Response to American and Syrian culture, how can these differences influence the likely future economic development of that country?

Identify and discuss three of the psychological characteristics that help an entrepreneur identify and describe customers. Also, explain how the product life cycle will affect the purchasing behavior...

Discuss the importance of integrating ethics and corporate social investment ( CSI ) into strategic financial management. Select a company that has actively engaged in CSI and evaluate how these...

-/1 View Policies Current Attempt in Progress The following amortization and interest schedule reflects the issuance of 10-year bonds by Bridgeport Corporation on January 1, 2014, and the subsequent...