The Salesperson's Objective Is to Begin Converting a Prospect into a Customer

question 54

Multiple Choice

The salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service during which stage in the personal selling process?

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

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Definitions:

Hedge Ratio

The ratio that compares the value of the position protected via a hedge to the size of the entire position itself.

Dollar Change

The difference in an asset's price when compared to a previous price, often used to quantify gains or losses in securities.

Hedge Ratio

The ratio of the size of a position in a hedging instrument to the size of the position being hedged, used to minimize risk.

Dollar Exposure

The extent to which a company or investor is affected by changes in the value of the U.S. dollar against foreign currencies.