Ideally, a Sales Presentation Should Focus on Value and Take

question 28

Multiple Choice

Ideally, a sales presentation should focus on value and take place only after the salesperson has completed one of the following. What should be completed before the sales presentation?

• A) the PRIZM process
• B) a competitive scan
• C) the ADAPT process
• D) qualify the sales prospect

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Definitions:

Multifactor Model

Model of security returns positing that returns respond to several systematic risk factors as well as firm-specific influences.

Explanatory Power

The ability of a statistical model to account for the variance in a given data set, explaining how well the model fits or predicts the outcomes.

Security Returns

The gains or losses from investing in a financial security, calculated based on the change in investment value and any income from the investment, like dividends.

Systematic Factors

Factors that affect the entire market or a large segment of the market, such as economic, political, or social changes.