Identify a True Statement About Upgrading During the Expansion Phase

question 53

Multiple Choice

Identify a true statement about upgrading during the expansion phase of a sales relationship.

• A) During a modified rebuy,the salesperson should take advantage of the relationship with the customer to maximize sales.
• B) The objective of upgrading is to expand the seller's business by selling to the customer in bulk quantities.
• C) To upgrade a customer,the salesperson must show that the initial purchase was not exactly what the customer needed.
• D) During a modified rebuy in the expansion phase,the salesperson should emphasize that the initial decision was a good one.
• E) During the expansion phase of a relationship,salespeople dealing with less educated consumers should lend themselves to overselling.

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Definitions:

Net Income

A company's overall earnings following the deduction of all expenses and taxes from its gross revenue.

Variable Expense Per Unit

The cost that varies with each unit of product produced or sold.

Total Contribution Margin

The total amount of revenue remaining after all variable costs have been subtracted, indicating how much revenue is available to cover fixed costs and generate profit.

Sales Volume

The quantity of goods or services sold within a specific period.