When Lani Meets New Prospects for the First Time,she Opens

question 11

Multiple Choice

When Lani meets new prospects for the first time,she opens her sales presentation by telling them that if they give her just 20 minutes,she can save them at least $100 dollars per year on their home insurance premiums.Unfortunately,her success rate of closing sales is only about 30 percent.Which of the following,if true,could explain her poor performance in closing deals?

• A) Lani spends an adequate amount of time and effort collecting precall information.
• B) Lani's prospects receive a comprehensive idea of the various features offered by her company.
• C) Lani routinely takes an hour or more to conclude her sales meetings satisfactorily.
• D) Lani is often seen to make adjustments to the sales situation to incorporate the needs of the prospect.
• E) Lani does a good job of highlighting the features,advantages,and benefits of her offer to all the prospects she meets.

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Definitions:

Unemployment Rate

The proportion of the workforce that is unemployed and actively seeking work.

Structurally Unemployed

Unemployment resulting from industrial reorganization, typically due to technological change, rather than fluctuations in supply or demand.

Investment Banker

A professional within the banking sector who deals with raising capital for corporations, governments, or other entities by underwriting or acting as the client's agent in the issuance of securities.

Cyclical Unemployment

Unemployment that occurs due to fluctuations in the economic cycle, such as recessions.