A Salesperson Finds and Analyzes Information About Each Prospect's Specific

question 102

Multiple Choice

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during

• A) prospecting.
• B) the approach.
• C) presentation preparation.
• D) overcoming objections.
• E) the preapproach.

---

Definitions:

U.S. Population

Refers to the total number of people living in the United States of America.

Contingency Management

A behavioral intervention strategy that modifies behavior by changing the consequences of that behavior, often through reward or punishment.

Alcohol

A psychoactive substance, typically found in drinks like beer, wine, and spirits, that can alter mood and behavior when consumed.

Antabuse

A prescription medication used to help people who have a drinking problem control their desire to drink alcohol. The generic name is disulfiram.