In the Needs Awareness Stage of the Trust-Based Relationship Selling

question 37

Multiple Choice

In the needs awareness 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 buyer spends time creating a request for proposal
• E) a salesperson talks 80 to 90 percent of the time

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Definitions:

Trilobites

Extinct marine arthropods with a hard exoskeleton, which lived between the Cambrian and Permian periods, serving as important index fossils.

K-P Boundary

The K-Pg (Cretaceous-Paleogene) Boundary marks the mass extinction event about 66 million years ago that led to the extinction of the dinosaurs and many other species.

Meteorite Impact

The collision of a meteorite with the Earth's surface, causing crater formation and often leading to significant geological changes.

Added Value Negotiating

A negotiation technique where both parties work together to find solutions that enhance the value of the deal for everyone.