During the Need-Fulfillment Stage of the Trust-Based Relationship Selling Presentation

question 61

Multiple Choice

During the need-fulfillment stage of the trust-based relationship selling presentation format, _____.

• A) a buyer should be talking 60 to 70 percent of the time
• B) a salesperson must show how his or her product and its benefits will meet the needs of a buyer
• C) a salesperson increases a buyer's awareness about potential needs that might exist
• D) a salesperson restates and clarifies a buyer's needs
• E) a buyer spends time creating a request for proposal

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Definitions:

Goal Specificity

The degree to which goals are clearly defined, specific, and measurable, rather than vague or ambiguous, enhancing focus and direction.

Expectancy

A person's belief about the likelihood of achieving success in a specific situation, often influencing motivation and behavior.

Instrumentality

The belief or expectation that performing a certain behavior will lead to a particular outcome or reward.

Psychological Needs

Fundamental emotional or cognitive requirements for well-being and effective functioning, such as autonomy, competence, and relatedness.