Rick Is a Sales Representative for Lucent Technologies

question 209

Multiple Choice

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

• A) objections
• B) presentation
• C) approach
• D) preapproach
• E) sales-planning

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Definitions:

Inelastic Supply

Describes a situation where the quantity supplied of a good or service is relatively unresponsive to changes in its price.

Consumers Of Food

Individuals or entities that ingest food products for nourishment and energy.

Excise Tax

A tax imposed on specific goods, such as tobacco and alcohol, typically gauged per unit.

Downward-Sloping Demand

The typical relationship between price and quantity demanded, indicating that as price decreases, demand usually increases.