No sales call can be successful without a successful close.

Jon is always researching new products. Out of all of his friends, he is always the first to try a new product or idea, What innovation adoption group is Jon in?

With a straight rebuy the salesperson has…

As you approach closing a sale, you should evaluate yourself on the sales process and customer value. You should also determine if you make the grade or how you can improve. Evaluating yourself is one way to _____________.

Customers make a purchase decision based on:

Patty is the owner of a spa in a beach town. She generally caters to people on vacation who want to relax. Last month Patty gave 10 massages at $100 a piece. It cost her $1012 to keep her business running last month. Does this scenario satisfy the definition of marketing? Why or why not?

A ______ is a person/business with whom a salesperson has not done business with yet or are getting a small portion of their potential business.

As explained in the book, The Discipline of Market Leaders, as a company develops their sales strategy they should offer the lowest prices, the highest quality products, and the highest quality service.

Joey is determining how customers currently evaluate competitive brands or competitive suppliers in the market. He is figuring out which attributes they use and what products and services have these attributes. Joey is going through what process at the territory level of strategy?

Explain how prospecting is used to grow market penetration. How does that differ from using prospecting to increase market concentration?