Windfall Computers Instructs Its Salespeople to Use a Particular Sales

question 136

Multiple Choice

Windfall Computers instructs its salespeople to use a particular sales presentation method when selling to corporations. Initially, prospects are asked to discuss the different problems and requirements they have. After the prospects finish talking, the salesperson summarizes the requirements of the customer and presents solutions. The salesperson's act of summarizing can be termed as:

• A) need-summary.
• B) need-awareness.
• C) need-development.
• D) need-diffusion.
• E) need-fulfillment.

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Definitions:

Hearing Impairment

A partial or total inability to hear; it can vary from slight to profound deafness.

Ableism

Discrimination and social prejudice against people with disabilities, favoring those who are not disabled.

Downward Drift Hypothesis

The assertion that those with mental illnesses, unable to finish their education or secure a job, tend to drift into low-income groups.

Mental Disorders

A wide range of conditions that affect mood, thinking, and behavior, often leading to distress and impairment in daily functioning.