Asking Questions and Listening Closely to Customers' Replies Allows Salespeople

question 5

Multiple Choice

Asking questions and listening closely to customers' replies allows salespeople to:

• A) create value by solving problems or addressing specific needs.
• B) maximize sales revenue.
• C) avoid having to address customers' reservations.
• D) skip the work needed in preapproach analysis.
• E) sell to any customer regardless of whether or not they are qualified.

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Definitions:

Residual Income

The amount of income that an entity has after all personal debts and expenses, including the mortgage, have been paid.

Minimum Required Rate

The lowest acceptable rate of return on investment or performance metric that a company or project must achieve.

Casket Division

A business unit or segment within a company that specializes in the production or sale of caskets.

Operating Assets

Assets used by a business in its day-to-day operations to generate revenue, such as machinery, equipment, and inventory.