Consultative Selling Is a Presentation Format That

question 260

Multiple Choice

Consultative selling is a presentation format that

• A) emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• B) focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• C) consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• D) assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• E) involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

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Definitions:

Total Cost

Encompasses all expenses associated with producing or acquiring goods and services, including direct, indirect, fixed, and variable costs.

Activity Level

The volume of production or the degree of services provided, which impacts the variable costs and sometimes the efficiency in a business.

Fixed Manufacturing

Costs in manufacturing that do not vary with the level of production, such as rent, salaries, and insurance.

Produced Units

The number of units of product that have been completed during a specific time period, regardless of whether they have been sold.