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:

Ownership Interest

Refers to the rights and claims that an individual or entity has over a property or asset, demonstrating a stake or share in its value.

Real Property

Land and anything permanently attached to it, such as buildings and trees, as opposed to personal property, which is movable.

Earth's Crust

The outermost solid shell of a rocky planet, dwarf planet, or natural satellite, which is chemically distinct from the underlying mantle.

Chattel

Personal property which is movable, as opposed to real property or real estate.