The Need-Satisfaction Sales Approach

question 125

Multiple Choice

The need-satisfaction sales approach:

• A)strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs.
• B)requires the two organizations to develop a common mission.
• C)requires employees from the selling organization to analyze the buyer's business.
• D)uses specific statements to elicit specific responses from customers.

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Definitions:

WACC

Weighted Average Cost of Capital, a calculation of a firm's cost of capital in which each category of capital is proportionately weighted.

Capital Budgeting

The process of evaluating and selecting long-term investments that are consistent with the firm's goal of wealth maximization.

After-Tax Cost

The net cost of a transaction or investment after the effects of taxes are considered, often used in analyzing the cost of financing options.

Specific Capital

This refers to the various types of capital (debt, equity, etc.) a company uses for financing its operations and investments, with each type having its own cost and characteristics.