Successful consultative salespeople focus a great deal of attention on needs awareness, which is the first step

Question:

Successful consultative salespeople focus a great deal of attention on needs awareness, which is the first step on the buying process model. What is the role of salespeople at this stage of the process?

Fantastic news! We've Found the answer you've been seeking!

Step by Step Answer:

Related Book For book-img-for-question

Selling Today Partnering To Create Value

ISBN: 9781292458632

15th Global Edition

Authors: Gerald Manning, Michael Ahearne

See More Books

Question Posted: Mar 09, 2024 12:00 PM

See More Questions

From the attached article: 1) Introduction - Describe the case. What happened? When did that happen? Who got involved? 2) Identify the link between the case and global market changes?...
Many companies have turned themselves around, converting imminent bankruptcy into prosperity. Some did it through financial gimmickry, but the ones who have become stars did it by changing their own...
Northern Virginia Community College HOW MUCH FINANCIAL RISK SHOULD YOU TAKE? Mark D. D'Antonio Nova Southeastern University FORT LAUDERDALE, FLORIDA, U.S.A. Abstract A successful retirement...
The Unilever Bangladesh Limited has a plant in Narayanganj, manufacturing Dove shampoo made from the ingredient imported from abroad. The company claims that each bottle of 200ml contain on average...
Suppose you have a car with a 100-hp engine. How large a solar panel would you need to replace the engine with solar power? Assume that the solar panels can utilize 20% of the maximum solar energy...
What are the major differences between the attestation standards and the generally accepted auditing standards?
7. If someone makes a mistake, I correct the problem myself. True or False
You have run a capacity resource profile on your shop. Products have been routed sequentially through resources A, B, C, and D. The capacity resource profile tells you that resource A is scheduled at...
A company has a beginning inventory of $40,000 and purchases during the year of $110,000. The beginning inventory consisted of 3,000 units and 7,000 units were purchased during the year. 3,480 units...
What are reference groups and what is their role in influencing the buying process?
Outline and briefly describe the types of buyers in the three main buying processes.
Leonard works as a waiter in an upscale city restaurant. He makes a very good salary plus tips. His monthly income varies based upon the nights he works. His quarterly dividend checks and interest...
Assume a Poisson distribution with =5.6. Find the following probabilities. a. X=1 b. X <1 c. X>1 d. X1 a. P(X=1)= (Round to four decimal places asneeded.) b. P(X <1)= (Round to four decimal places...
345879 The any reported the following January purchases and sales data for its only prauct. The company uses a perpetual inventory system. REQUIRED: Determine the cost assigned to ending inventory...
How do changing geopolitical landscapes, such as shifting alliances and emerging power centers, influence conflict resolution strategies, and what adjustments are necessary to address new global...
50 21 2. Determine the inclination and period of the satellite which produced the ground trace below. Show all calculations. Suteite 17 11-140-130-120-110 tonn an 20 6058 am 50 210 0 10 20 30 50 60...
This activity aims to provide practical experience in preparing tax forms related to business income and depreciation. It emphasizes the importance of accurate reporting and adherence to tax...
In 2013, Natural Selection, a nationwide computer dating service, had $500 million of assets and $200 million of liabilities. Earnings be-fore interest and taxes was $120 million, interest expense...
A parking lot charges $3 for the first hour (or part of an hour) and $2 for each succeeding hour (or part), up to a daily maximum of $10. (a) Sketch a graph of the cost of parking at this lot as a...
Describe how to transition to the presentation part of the consultative sales presentation model.
Distinguish among the three types of need-satisfaction presentations: informative, -persuasive, and reminder.
List the guidelines to follow in planning an effective consultative presentation.
Reporting bonds at fair value LO 1 4 6 [ Note: This is a variation of E 1 4 1 3 modified to consider the fair value option for reporting liabilities. ] Federal Semiconductors issued 1 1 % bonds,...
Define the purpose, goals and objectives of the mortgage broking business in which you are working, with your team members:
What is the risk profile of your company? (How much overall risk is there in this firm? Where is this risk coming from (market, firm, industry or currency)? (APPLE COMPANY LATEST DATA) How is the...

Successful consultative salespeople focus a great deal of attention on needs awareness, which is the first step

Question:

Step by Step Answer:

Role of Salespeople in Needs Awareness Stage In the needs awareness stage of the buying process mode...View the full answer

Selling Today Partnering To Create Value

Students also viewed these Business questions