Question: You are a sales representative for an e - book supplier and you call on John, the procurement manager for a local university. After a

You are a sales representative for an e

-

book supplier and you call on John, the procurement manager for a local university. After a few minutes of "small talk," John asks you to step into his office for a meaningful conversation about your e

-

books. Which of the following best characterizes John's "mental process?"

John understands why he should buy from you

John has a strong desire for your product.

John believes your e

-

books will fill his specific needs.

You have achieved the interest stage of John's mental process.

A sale is made

You are a sales representative for an e-book supplier and you

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