Marketing: The Core 3rd Edition by Roger Kerin, Steven Hartley,William Rudelius

Exercise 11

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.