The Four Elements of Sales Call Planning (In Their Correct

question 65

Multiple Choice

The four elements of sales call planning (in their correct order) are:

• A) customer profile, sales call objective, sales presentation, and sales benefit.
• B) sales call objective, customer profile, customer benefit plan, and sales presentation.
• C) customer profile, sales call objective, customer benefit plan, and sales presentation.
• D) sales call objective, customer benefit plan, customer profile, and sales presentation.
• E) customer preapproach, customer profile, customer sales call objective, and sales presentation.

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Definitions:

Chain of Distribution

The sequence of intermediaries through which a product or service passes until it reaches the end consumer.

Competitors

Individuals or entities that are in the same industry or market and vying for the same customers or market share.

Robinson-Patman Act

A United States federal law that prohibits anticompetitive practices by producers, specifically price discrimination.

Cost Savings

A reduction in expenses, achieving the same outcomes but at a lower cost.