In Selling Highly Complex Products, Such as Industrial Equipment and Accounting

question 133

Multiple Choice

In selling highly complex products, such as industrial equipment and accounting systems, salespeople make several sales calls to develop a detailed analysis of a prospect's needs. What kind of sales presentation method is most likely required?

• A) Formula
• B) Memorized
• C) Stimulus response
• D) Need-satisfaction
• E) Problem-solution

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Definitions:

Price Of Labor

The compensation that workers receive in exchange for their labor, often reflected in wages or salaries.

Marginal Product

The additional output that results from using one more unit of a particular input.

Average Product

refers to the output per unit of input, calculated by dividing the total product by the quantity of input used to produce this product.

Marginal Product

The surplus production derived from enhancing a specific input by a single unit, keeping all else equal.