Mar 3400 Exam 1 2024/2025 Already Graded A+

ethics and client relations {Ans: -persuasion vs manipulation -gifts vs bribes -entertainment -special treatment -confidential information -backdoor selling****}why we need to prospect, current customer might: {Ans: o Firms go out of business or merge o Sales loss to competition; companies may lose up to 15-20% of customer base a year}objectives people might throw at cold calls {Ans: o "please just send me some information" o "well, can you just give me the nickel pitch here on the phone" o "I am just not interested" o "we are happy with our current supplier" o "we have tried to use products (services) like yours before and had no success}key to calling is capturing persons attention within first 15 seconds! {Ans: }First 15 seconds ex {Ans: "hi im john taylor from ACME Products. Did I catch you at a good time? Im calling because we have recently helped a number of manufacturing companies decrease cost and improve their delivery schedules by as much as 20%. I know that a lot of manufacturing firms are facing pressure to improve their margins and keep their distributors happy. Could I ask you a few questions to see if theres a chance