Monroe's sales manager has just told him that if he wants to quit wasting time making presentations to people who aren't qualified he's going to have to think "MAD." What was the sales manager trying to tell Monroe?
a. Qualify his prospects by determining if they have Money, Authority, and Desire to buy.
b. Set up a reward-punishment system for himself as a form of motivation.
c. Monroe can improve his presentations and make them more memorable if he Makes Another Demonstration on each sales call.
d. Monroe should Motivate his customer to pay Attention, and use his sales presentation to create Demand.
e. If he doesn't do a better job of selling, he's going to be fired.
Answer: A
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