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From the salesperson’s point of view, the benefits of building long-term buyer-seller relationships are all EXCEPT

Please choose two of the following scripts to critique/evaluate. Apply what you have learned from what has been covered in class, Point Forward Chapters, and material in the Canvas modules.  [10 pts each – total 20 pts] Identify three (3) shortcomings/mistakes in each scenario. Write what is wrong with what the salesperson is stating. Detail why this is incorrect and will not provide the desired results. NOTE what you believe the desired result should be. Create two examples [one for two different mistakes you identified above] of what should have been in the script. Again, you identified three mistakes in #1. Only address two (2) of the shortcomings/mistakes with appropriate script content. Follow-up to get more information from the prospect to close the deal. “Hello, [Buyer’s name], this is [Caller’s name] calling from [Company’s name]. I’m reaching out today because we’re in the final stages of completing our contract, but we require a bit more information from you to wrap things up. Do you have a moment for us to go over a few details? It should only take a few minutes.”If the answer is “yes,” then respond with:”Great, it won’t take long. I just need to ask you about [required information].”If the answer is “no,” then reply:”That’s perfectly understandable. Please let me know when you have some free time to discuss this. We’re here to accommodate your schedule.[Discuss the appointment date]”Thank you for your time. I’ll keep you updated on the contract’s progress. Wishing you a wonderful day!”

Please choose two of the following scripts to critique/evaluate. Apply what you have learned from what has been covered in class, Point Forward Chapters, and material in the Canvas modules.  [10 pts each – total 20 pts] Identify three (3) shortcomings/mistakes in each scenario. Write what is wrong with what the salesperson is stating. Detail why this is incorrect and will not provide the desired results. NOTE what you believe the desired result should be. Create two examples [one for two different mistakes you identified above] of what should have been in the script. Again, you identified three mistakes in #1. Only address two (2) of the shortcomings/mistakes with appropriate script content. Closing -(After seven meetings) [Sales Representative]: “By leveraging our advanced technology and expertise, we have established that you can increase efficiency, reduce costs, enhance productivity. Using SAS® Viya® here at ACME Software, we are proposing that the benefits you will gain are increased production through shorten processing times, higher quality decisions through nearly instant scalability, and reduce cloud operating costs throughout the data and AI Analytics lifecycle. We’ve had clients experience 30% revenue growth, 30%-time savings, and 86% reduction in cloud operating costs after implementing SAS® Viya®.” Can we proceed with the annual contract to begin deploying across all four of ACME Software’s plant locations? [Buyer] If yes. Excellent, I can provide an encrypted link now and we can begin the contracting process. You will need to create an onboarding team of individuals from each of the four ACME Software plant locations who will be in charge of the implementation.  We would like them to become familiar with the SAS ® team, which will facilitate the onboarding process which will be complete in three months.  Thank you for your business.  I look forward to working with you. [Buyer] If stalling the decision [Sales Representative]: “Given the tremendous value that Viya® can provide, I recommend scheduling a Soft launch at your earliest convenience. We are currently offering an exclusive promotion that includes [1,000 hours of training at no charge for your IT managers] for early adopters like you. This promotion is time-sensitive, so I encourage you to take advantage of it soon.”  

In the Mark Morin Ted Talk, _________does NOT contribute to building trust in a brand, which may seem counter intuitive. 

Storytelling, if done correctly, is a way to move the customer closer to a purchase. One way stories serve this purpose is by _________________

On April 10, Olivia Owner offers Peter Painter $5,000 to paint the exterior of Owner’s lakefront cabin. The job will, however, require scraping off some of the older paint around the porch that has been peeling. Painter says he is not sure he can do it for that price. Owner, who is about to leave on a fourteen-day cruise in the Mediterranean, says, “Well, think about it. You can decide while I’m off on the holiday. If you agree, just go ahead and do it.” Owner then departs. Two days later, on April 12, Painter goes to the cabin and spends six hours scraping paint. This takes much more time than Painter estimated, and he realizes that this job would be much more work than he expected and that he would need to get more than $5,000 for the work. He quits and leaves the premises. The next day, April 13, Painter is offered a job that pays a good deal more and will take a couple of weeks to complete. He immediately emails Owner that he has decided not to do the lakefront cabin job. Owner is unable to check emails for a few days, and ultimately sees Painter’s message on April 15. When Owner returns, she discovers that she cannot hire anyone else to paint the cabin for less than $8,500. She demands that Painter finish the work. He refuses. She hires another company and then sues Painter for the $3,500 extra that the painting costs her. (A) What are Olivia Owner’s arguments in support of her claim that a contract was formed and that she is entitled to damages? Also, which of those arguments, if any, do you expect would prevail? (B) What are Peter Painter’s arguments that no contract was formed or that Olivia Owner is otherwise not entitled to the damages she claims? Also, which of those arguments, if any, do you expect would prevail?

Which of the following are current uses for cryptocurrencies or blockchains: A. Speculating on price movements of cryptocurrencies. B. Developing AI with large language models (LLMs) C. Making charitable donations D.  Remitting money from one country to another.

Match the financial regulation category with the best matching rule or concept.

If the Federal Reserve wants to expand reserves in the banking system, it will: A.  purchase government securities. B.  raise the discount rate. C.  sell government securities. D. use open market operations to sell short-term debt to banks with the goal of raising the Fed Funds rate.

Stock values computed by valuation models may differ from actual market prices because it is difficult to: A. estimate future dividend growth rates. B. determine the correct earnings multiple for a stock. C. forecast a stock’s future dividends. D. determine if the stock is public or private.