Peter Is a Sales Engineer of Turner Associates, a Machine

question 43

Multiple Choice

Peter is a sales engineer of Turner Associates, a machine tool manufacturer. During his routine visit to a customer's house, Peter finds out that the customer has a fresh requirement for two lathe machines. According to the text, Peter should move back to the ________ stage in relationship selling for the new machines.

• A) approach
• B) presentation
• C) trial close
• D) close
• E) preapproach

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Definitions:

Specific Evidence

Detailed and precise data or information that supports an argument or verifies a claim.

Induction

The process of introducing someone to a new job, position, or organization, including training and orientation.

AIDA Plan

A marketing model that outlines the process for achieving successful advertising or sales strategies, standing for Attention, Interest, Desire, and Action.

Benefit Them

To have a positive effect on someone or provide them with an advantage.