In the Context of the Effectiveness of Presentation Tools and Sales

question 49

Multiple Choice

In the context of the effectiveness of presentation tools and sales aids, which of the following is the first step in the SPES Sequence?

• A) Summarize the contributions of the sales aid.
• B) State selling point and introduce the sales aid.
• C) Share the sales aid with other salespersons.
• D) State the positives and negatives of the sales aid.
• E) Sort the types of sales aid available to salespeople.

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Definitions:

Fixed Operating Costs

The expense that does not change with the level of production or sales over a short period.

Variable Costs

Costs that vary directly with the level of production or output, such as raw materials and labor expenses.

Unit Sales Volume

The total quantity of units sold of a product or service within a specific period.

Operating Leverage

A measure of how sensitive a company’s operating income is to a change in its sales volume, indicating the proportion of fixed versus variable costs.