Juan Alcobar Is Junior Sales Representative for a Large Equipment

question 32

Multiple Choice

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.
-Sarah has already made a brief call on the prospect. Which of the following objectives has she most likely achieved?

• A)developed trust and presented solutions
• B)established rapport and asked basic needs discovery questions
• C)asked basic needs discovery questions and negotiated pricing
• D)negotiated pricing and closed the sale
• E)closed the sale and agreed on shipping terms

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Definitions:

Chart of Accounts

A structured list of all the financial accounts in the general ledger of a company, used for organizing transactions and reporting financial data.

Ledger Accounts

These are individual financial accounts within the accounting system of an organization that record specific transactions related to assets, liabilities, equity, revenue, and expenses.

Financial Statement Order

The typical sequence in which financial statements are prepared and presented, usually starting with the income statement, followed by the balance sheet, and the cash flow statement.

Accounting Period

A specific duration of time marked for the preparation of financial statements in accounting, typically a year or a quarter.