In Which Step of the Sales Process Can Salespeople Now

question 89

Multiple Choice

In which step of the sales process can salespeople now take advantage of technologies such as DVDs,handheld computers,interactive white boards and laptop computers to show customers images that support the salesperson's verbal message?

• A)prospecting
• B)pre-approach
• C)presentation and demonstration
• D)closing
• E)follow-up

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Definitions:

Expected Gain

A calculation or forecast regarding the potential benefits or profits that could be achieved in a specific situation or from a particular action.

Adverse Selection

A situation in insurance and finance where those most likely to produce negative outcomes are more inclined to select into or engage with a service, typically leading to higher costs for insurers or lenders.

Moral Hazard

The situation in which one party takes additional risks because they know they will not bear the full consequences of their actions.

Adverse Selection

A situation where sellers have more information than buyers, leading to high-quality goods and services being squeezed out of the market because they cannot be adequately priced.