Walter Sells Sporting Goods

question 30

Multiple Choice

Walter sells sporting goods. During sales call planning for an upcoming appointment with a prospect, Walter determines that the prospect could save 10% annually on golf balls by purchasing 50 units of Pinnacle golf balls from Walter. He has determined 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.

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Definitions:

Developmental Psychologist

A psychologist who specializes in understanding the changes that people undergo throughout their lifespan, including physical, cognitive, social, intellectual, perceptual, personality, and emotional growth.

Behaviour

The actions or reactions of an organism, often in relation to its environment, which can be observed and measured.

Life Span

The maximum duration of life, or the length of time an individual or entity exists from birth to death.

Specialization

A process or strategy of focusing on a narrow area of knowledge or skill, often to achieve higher levels of expertise in that area.