Typically the First Step of the Problem-Solution Sales Presentation Is

question 120

Multiple Choice

Typically the first step of the problem-solution sales presentation is to:

• A) prepare the presentation based on previously gathered customer knowledge.
• B) convince the prospect to allow the salesperson to analyze the problem.
• C) have the prospect and the salesperson agree on the nature of the problem.
• D) prepare a written problem-solution proposal for the prospect.
• E) analyze the prospect's problem in order to find possible solution.

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Definitions:

Hypothetical Reasoning

The process of applying logical thinking to situations that are often based on suppositions or possibilities, rather than facts.

Deductive Reasoning

A deductive process in which an inference is made based on the harmony of several statements that are commonly believed to be accurate.

Adolescent Egocentrism

A characteristic of adolescent thought involving an increased focus on the self and a belief in the uniqueness of one's own feelings and experiences.

Intuitive Thinking

A cognitive process that enables a person to know something directly without analytic reasoning, bridging the gap between the conscious and nonconscious parts of our mind.