Roland Is Surprised When One of the Members of His

question 27

Multiple Choice

Roland is surprised when one of the members of his sales team begins telling the prospect about all of the other products his company offers. Roland recognizes this is not consistent with the value proposition guideline of:

• A) being specific
• B) reflecting the issues that the buyer is concerned with
• C) being tied to the prospect's mission statement
• D) having member of the sales team being highly knowledgeable about the value proposition
• E) sharing the value proposition with both senior and middle managers

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Definitions:

Vanilla Flavored Coffee

A type of coffee or coffee additive that has been flavored with vanilla.

Hazelnut Flavored Coffee

A type of coffee that has been infused with the flavor of hazelnuts.

French Roast Flavored Coffee

A type of coffee characterized by dark, charred beans, offering a strong flavor often likened to that of burnt caramel.

Back-Substitution

A method used in algebra, specifically in solving systems of equations, where you first solve one of the equations for one variable and then substitute that solution back into another equation to solve for another variable.