Preparing for the Sale

What is an example of a product that would typically require routine decision making style?

• Buying work clothing
• Buying a tractor for the first time
• Buying animal feed
• Buying breeding stock

What is an example of a product that would typically require extensive decision making style?

• Buying breeding stock
• Buying animal feed
• Buying work clothing
• Buying a tractor for the first time

What is an example of a rational buying motive?

• Time or monetary savings
• Power
• Love
• Social approval

What is the purpose of company goals and sales objectives?

• To direct the business in the right direction
• To decrease effectiveness
• To confuse employees
• To make the job more inefficient

Where can sales leads be obtained from?

• Marketing research companies
• Local directories
• Commercial lists
• All of the above

What is an example of a product that would typically require limited decision making style?

• Buying work clothing
• Buying cotton seed
• Buying breeding stock
• Buying animal feed

What is the purpose of evaluating competitors?

• To compete aggressively
• To learn from their successes and failures
• To copy their business model
• To ignore their strategies

What is an example of an emotional buying motive?

• Social approval
• Love
• Power
• Time or monetary savings

Which of the following is NOT a true statement?

• Potential customers may be found in local directories
• Analyze sales trends by reading publications
• An example of routine decision making is making the decision to buy land or property
• A business should know their competitors and learn from their mistakes

Which of the following is used when the perceived risk is low?

• Extensive decision making
• Limited decision making
• Routine decision making
• Simple decision making