Jane dawson is a new sales representative for the charles schwab brokerage firm. in searching for clients, jane purchased a mailing list of subscribers to the wall street journal and called them all regarding their interest in discount brokerage services. she asked if they have any stocks and if they have a regular broker. those people without a regular broker were asked their investment needs. two days later, jane called back with investment advice and asked if they would like to open an account. identify each of jane dawson’s actions in terms of the personal selling process.

The personal selling process can be defined as the personal contact between a seller and a potential buyer. In order to complete this process it is necessary to identify some steps that are implicit in the purchase.

Explanation:

The personal selling process can be defined as the personal contact between a seller and a potential buyer. In order to complete this process it is necessary to identify some steps that are implicit in the purchase.

Prospecting

Pre-approach

Approach

Presentation

Meeting objections

Closing the sale

Follow-up

Pre-approach: In Jane`s case, she first identify the prospects by list she purchase with the subscribers to the journal once normally people who buy this media are normally the ones who work in offices and therefore they may have some economic power.

Approach: Jane personally called the list in order to narrow the path and classify the ones that could be possible customers for her by having a closer and more friendly approach.

Presentation: The moment of the presentation occurs during the call when Jane explains that she is calling in order to know about their investment needs, once she is letting the possible customer know in an implicit way that she offers investment advice.

Meeting objections  : In the second call, Jane is offering some information about the possible good investment customers can have, according to each subject she called there can be different kinds of questions that the seller would have to answer during the meeting objections step.

Closing the sale: and finally, Jane is trying to close the sale with the question she asks, would you like to open an account?

answer; refusing to share information without the client's permission

sound is invisible, but sometimes we can feel it. when a kettle-drum is thumped with a stick that time the tight drum skin moving up and down very quickly for some time and then it pumped sound waves into the air. loudspeakers also work in a similar manner.

components of a speaker:

electromagnet

in order to translate an electrical signal into an audible sound, an electromagnet is used in looudspeakers

  suspension

suspension is used to   center the voice coil in the gap of the magnet and it exerts a restoring force to keep it there. suspension is used to limits the maximum mechanical excursion of the diaphragm and voice coil.

voice coil

voice coil is a coil of wire which is attached to the apex of a loudspeaker cone. it provides the motive force to the cone by the reaction of a magnetic field to the current passing through it.

cone

in a   loudspeaker, a   thin, semi-rigid membrane attached to the voice coil, which moves in a magnetic gap due to which it vibrates   and produced sound. it is known as diaphragm and it can also be called a cone, though not all speaker diaphragms are cone-shaped.

surround

surround is also known as front suspension. surround is used to join the cone to the chassis. together with the suspension it controls the cone excursion, and it is also used to   determine how energy which is   travelling through the cone is absorbed, and how the speaker limits when it reaches the ends of its travel.

dustcap

dustcap is used to protect the voice coil from dust and dirt. it is a part of the cone.

how speaker work

the outer part of the cone is fastened to the outer part of the loudspeaker's circular metal rim. the inner part is fixed to   voice coil that sits just in front of a permanent magnet . when loudspeaker is hooked up to a stereo, electrical signals feed through the speaker cables into the coil. it will convert the coil into an electromagnet magnet . when electricity flows back and forth in the cables, the electromagnet either repels or attract the permanent magnet. this moves the coil back and forth, and it pull and push the loudspeaker cone. like a drum skin vibrating back and forth, the moving cone pumps sounds out into the air.in this way loudspeakers works.