Howard Genks Works as a Sales Representative for Med-Tex, a Firm

question 37

Multiple Choice

Howard Genks works as a sales representative for Med-Tex, a firm that manufactures hospital supplies. Recently, a prospective buyer walked into the Med-Tex store seeking beds for the children's ward in his private clinic. Howard quickly showed the client the range of beds available that were designed specifically for children. In which of the following steps of the selling process was Howard?

• A) prospecting
• B) qualifying
• C) follow-up
• D) handling objections
• E) presentation and demonstration

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Definitions:

Relatedness

A sense of connection or belonging to others, often considered a fundamental human need influencing motivation and mental health.

Growth

The process of increasing in size, amount, or importance.

Maslow's Hierarchy

A theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization.

Physiological

Relates to the functions and activities of living organisms and their parts.