A Balanced Presentation Occurs When a Salesperson

question 17

Multiple Choice

A balanced presentation occurs when a salesperson:

• A) creates very high expectations from his product or service in the prospect's mind.
• B) allows equal speaking time for both the salesperson and the prospect.
• C) provides adequate focus on all sides of the sales situation.
• D) proves consistently that the competitor's products have nothing better to offer.
• E) avoids any comparison of his offer with that of his competitors.

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Definitions:

Nonprice Competition

A marketing strategy whereby a firm seeks to differentiate its product or service from competitors through attributes other than price, such as quality, service, or brand image.

Tacit Collusion

An unspoken agreement between competitors to avoid certain competitive practices, such as price wars, to maximize profits without explicit communication.

Price Leadership

A situation in a market where one leading company sets the price of goods or services, and other companies in the market follow.

Tacit Collusion

A form of collusion among competing firms in an industry to raise prices or slow production informally without a direct agreement.