A Salesperson's Best Line of Defense When Something Goes Wrong

question 39

Multiple Choice

A salesperson's best line of defense when something goes wrong during his sales presentation is to:

• A) blame his assistant or secretary for not having prepared properly for the meeting.
• B) ask the prospect if the meeting can be rescheduled for later.
• C) continue in the presentation as though nothing went wrong.
• D) maintain the proper perspective and a sense of humor.
• E) do none of these.

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Definitions:

Break-Even Volume

The quantity of goods or services sold at which total revenues equal total costs, resulting in neither profit nor loss.

Fixed Costs

Fixed costs refer to the expenses that do not change with the level of production or sales, such as rent, salaries, and insurance.

Revenue

The total amount of money received by a company from its business activities, such as the sale of goods or services, before any expenses are deducted.

Break-Even Volume

The number of units that must be sold for total revenues to equal total costs, resulting in no profit or loss.