During the ________ Step of the Selling Process, the Salesperson

question 138

Multiple Choice

During the ________ step of the selling process, the salesperson tells the value story to the buyer, showing how the company's product or service solves the customer's problems.

• A) prospecting
• B) preapproach
• C) presentation
• D) closing
• E) follow-up

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Definitions:

Kirkpatrick's Evaluation Scheme

A widely used framework for assessing the effectiveness of training programs across four levels: reaction, learning, behavior, and results.

Summative Evaluation Method

Involves assessing the effectiveness of a program, course, or educational initiative after its implementation to determine its impact and outcomes.

Formative Evaluation Method

An assessment process used to monitor learning progress and provide ongoing feedback to learners and instructors.

Organizational Results

Outcomes or outputs that an organization aims to achieve, which can include financial performance, customer satisfaction, or operational efficiency.