Exercise Content

I need help with a Business question. All explanations and answers will be used to help me learn.

Exercise Content

  1. Please read Chapters 7&8&9 of our textbook, and answer the following questions in your own words.

    1. What is a prospect? Why is prospecting important? What qualities determine whether or not a prospect is qualified?
    2. What is the leaking bucket customer concept? What are its implications for salespeople?
    3. According to the text, when setting sales call objectives, the salesperson should think SMART. What do the letters in this acronym advice the salesperson to do?
    4. What are the four steps of sales call planning?

    Write using APA 7 Format and always list your references if any.