The Approach Step in the Customer Relationship Selling Process Involves

question 27

Multiple Choice

The approach step in the customer relationship selling process involves:

• A) locating and qualifying prospects.
• B) developing a customer profile and customer benefit program.
• C) relating product benefits to needs using demonstrations.
• D) asking prospect's opinions during and after a presentation.
• E) building rapport with a sales prospect.

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Definitions:

Balance Sheet

The balance sheet is a financial statement that shows a company's financial position at a specific point in time, listing assets, liabilities, and shareholders' equity.

Allowance Method

Bases bad debt expense on an estimate of uncollectible accounts.

Bad Debt Expense

An expense reported on the income statement, representing the value of accounts receivable deemed non-collectible.

Accounts Receivable

Amounts owed to a company by customers for goods or services that have been delivered or used but not yet paid for.