In the Introduction to Chapter 6, Kevin Davis Reinforces the Concept

question 33

Multiple Choice

In the introduction to Chapter 6, Kevin Davis reinforces the concept of the salesperson as a student. What must a salesperson understand in order to be considered a value-added salesperson?

• A) customer needs and buying environments
• B) production capacity within their facility and technology used
• C) customer buying behaviour and budget
• D) installation and training capacity of their company

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Definitions:

Precise Words

The selection and use of specific and exact language to convey a clear and unambiguous message.

Concise Phrases

Expressions or statements that are brief yet comprehensive, with no extraneous words.

Nonverbal Messages

Communication that occurs without the use of words, expressed through body language, facial expressions, and other physical cues.

Truth

The quality or state of being in accordance with fact or reality.