According to Chapter 15, What Does It Mean to Be

question 23

Short Answer

According to Chapter 15, what does it mean to be a passive applicant?

Determine the effectiveness of different components of a salesperson's presentation mix.

Understand the structure and essential steps of a sales presentation, including FAB and SELL sequences.

Recognize best practices in referencing competition and developing effective comparisons in sales presentations.

Grasp the core principles of professional selling and their importance in building a true relationship between buyer and seller.

---

Definitions:

Standard Rules

Established guidelines or procedures that are followed within an organization to maintain consistency and order.

Safety Needs

Fundamental requirements for personal security, protection, and stability, as identified in Maslow's hierarchy of needs.

Stability

The condition in which a system, such as an economy or ecological system, remains consistent and balanced over time.

Daily Life

The routine activities and experiences that constitute a person's everyday existence.