As Part of the Needs Assessment,the Consultative Salesperson Must Know

question 68

Multiple Choice

As part of the needs assessment,the consultative salesperson must know everything about __________.

• A) customers and their needs,but not necessarily the product or service
• B) the product or service,but not necessarily the competition and potential impact
• C) competitors' companies and products,but not necessarily the customers and their needs
• D) customers and their needs,the product or service being sold,and the product's competition

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Definitions:

Selective Retention

The process by which individuals remember information that is consistent with their beliefs and attitudes, while forgetting or ignoring contradictory information.

Point-Of-Purchase Displays

In-store advertising or marketing materials positioned at retail checkout areas or other point-of-sale locations to encourage impulse purchases or inform customers about products.

End-Aisle Displays

Promotional displays located at the end of store aisles, used to catch shoppers' attention and promote products, often accompanied by special offers.

Extended Service Warranties

Additional coverage that consumers can purchase to extend the warranty period of a product, providing longer protection against defects or failures.