The Third Step in the Selling Process, After Qualifying Prospects

question 53

Multiple Choice

The third step in the selling process, after qualifying prospects, is:

• A)handling objections.
• B)sales presentation.
• C)knowledge acquisition.
• D)identifying prospects.

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Definitions:

Consumer Behavior

The study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.

Revenue Management

A strategy to maximize income by managing the sale of inventory through pricing and timing, commonly used in sectors like hospitality and airlines.

Differential Pricing

A pricing strategy where a company charges different prices for the same product or service to different customers or in different markets, based on factors like demand, cost, and customer value perception.

Marketing Mix

The set of actions, or tactics, that a company uses to promote its brand or product in the market, often described as the four Ps: Product, Price, Place, and Promotion.