In the FABV Approach, If the Salesperson Is Discussing the Monetary

question 135

Multiple Choice

In the FABV approach, if the salesperson is discussing the monetary terms associated with the offering, s/he is talking about ________.

• A) features
• B) advantages
• C) benefits
• D) value
• E) macroenvironment

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Definitions:

Fixed Cost

Costs that do not change with the level of production or output, such as rent or salaries.

Average Fixed Cost

The fixed costs of production (costs that do not change with the level of output) divided by the quantity of output produced.

Average Total Cost

The total cost of production divided by the number of units produced, indicating the average cost per unit.

Average Revenue

The revenue generated per unit of output sold, calculated by dividing total revenue by the number of units sold.