Agec 535 exam 3 - Study guides, Class notes & Summaries
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Agec 535 exam 3 Question and answers already passed
- Exam (elaborations) • 9 pages • 2024
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Agec 535 exam 3 Question and answers already passed Leadership vs. Management: Leadership - correct answer getting people to want to follow them 
 
Leadership vs. Management: 
Management - correct answer getting people to follow leadership to achieve organization goals 
 
Leadership definition according to John Maxwell - correct answer Leadership is not influence its getting people to follow you 
Leadership is not the same thing as management, managers can maintain things but they can't c...
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AGEC 535 Exam 1 Question and answers rated A+
- Exam (elaborations) • 16 pages • 2024
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AGEC 535 Exam 1 Question and answers rated A+1. Prospecting and qualifying - correct answer - Prospecting: identifying potential customers 
- Qualifying: screening leads 
 
2. Preapproach - correct answer Learning as much as possible about a prospective customer prior to making a sales call 
 
3. Approach - correct answer Stage where the salesperson meets the customer for the first time 
 
4. Presentation and demonstration - correct answer - Benefits of the product are presented and demo...
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AGEC 535 exam 1 Questions with complete solution
- Exam (elaborations) • 13 pages • 2024
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AGEC 535 exam 1 Questions with complete solution the 7 steps in the selling process: ___ & qualifying, ____, ____, presentation & ____, handling _____, ____, and _____ 
prospecting 
preapproach 
approach 
demonstration 
objections 
closing 
follow up 
 
 
step 1: prospecting and qualifying: prospecting = identifying _____ ____ 
qualifying = screening ____ 
potential customers 
leads 
 
 
Step 2: Preapproach: learning as much as possible about a ___ ___ prior to making a sales call 
prospective c...
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AGEC 535 exam Question and answers verified to pass
- Exam (elaborations) • 3 pages • 2024
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AGEC 535 exam Question and answers verified to pass What is prospecting? - correct answer the process of identifying potential customers who may want or need the product/service you're selling 
 
What is the difference between hunters vs farmers? - correct answer Hunters: focused on getting new customers or business 
Farmers: focused on maintaining an established territory with a solid, long-term customer base 
 
What are the four criteria for qualifying a prospect to see if they would make...
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