Carl, an Office Supply Salesperson, Determined During the Preapproach Process

question 50

Multiple Choice

Carl, an office supply salesperson, determined during the preapproach process that a prospect could save 25 percent yearly by purchasing a bulk order of 30 units of Carl's general supplies kit. Carl has defined this advantage while developing a(n) :

• A) value analysis.
• B) customer benefit plan.
• C) individualized sales call objective.
• D) customer profile.
• E) customized marketing objective.

---

Definitions:

Internal Rate of Growth

The maximum rate at which a firm can grow its sales and revenue without needing to increase external financing, relying solely on its own profits.

Assets

Resources owned by a company or individual that have economic value and can be used to meet debts, commitments, or legacies.

Accounts Payable

This is the amount of money that a company owes to its suppliers or creditors as a result of purchasing goods or services on credit.

Retention Ratio

The segment of net earnings kept by a corporation instead of being paid out to its shareholders in the form of dividends.