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:

Market Analysis

The examination of the size, trends, and competition in a particular market, intended to inform business decisions and strategy development.

Competitive Price-Searcher

A firm that must actively seek out the best price for its goods or services due to the presence of many competitors and informed buyers.

Maximizing Profit

The process or strategy of increasing the difference between total revenue and total costs to achieve the highest possible financial gain.

Competitive Price-Searcher

A market condition where firms actively seek out prices that will maximize their profits in environments with some level of competition.