Which of the Following Is True of the Need Development

question 88

Multiple Choice

Which of the following is true of the need development stage of the trust-based relationship selling presentation format?

• A) During this phase the buyer should be talking 60 to 70 percent of the time.
• B) It is the second stage of the trust-based relationship selling presentation format.
• C) In this stage, a salesperson increases a buyer's awareness about potential needs that might exist.
• D) This stage concludes with prospects confirming their needs.
• E) It is a good time to restate and clarify a prospect's needs.

---

Definitions:

Confidence

The feeling or belief that one can rely on someone or something, or the state of feeling certain about the truth of something.

Standard Deviation

A measure of the dispersion or variation in a set of values, indicating how much they deviate from the mean.

Historical Experience

Previous experiences or outcomes that are used as a guide or reference for making future decisions or predictions.

Labour Standards

Regulations and practices that aim to ensure fair treatment, safety, and well-being of workers in the workplace.