Consultative Selling Is Most Appropriate in a Situation in Which

question 59

Multiple Choice

Consultative selling is most appropriate in a situation in which:

• A)the salesperson has the ability to discount the price of the product without a manager's approval
• B)the salesperson has enough experience in the industry to understand the buyer's situation
• C)the buyer is prepared to place a bulk order
• D)the buyer has less money to purchase than the list price of the product
• E)the buyer needs a simple product to fit a straightforward need

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Definitions:

After-Tax Discount Rate

The rate of return after taxes have been calculated, used in evaluating the profitability of investment opportunities.

Income Tax Rate

The rate at which income is taxed for a person or a company.

Working Capital

The difference between a company's current assets and current liabilities, indicating its short-term financial health.

Straight-Line Depreciation

This is a method of allocating an asset's cost evenly across its useful life.