According to the Sales Dialogue Template Presented in the Textbook

question 52

Multiple Choice

According to the sales dialogue template presented in the textbook, which of the following best summarizes what a salesperson should do to begin the sales dialogue?

• A) greet the prospect in a friendly manner, express appreciation for the opportunity to meet, and then engage in polite conversation to build rapport
• B) after greeting the prospect, show professionalism by stating your sales call objective immediately
• C) politely greet the prospect, then state the agenda that was agreed upon when the appointment was accepted
• D) greet the prospect in a friendly manner and then show sensitivity to the buyer's needs and opinions by letting him or her begin the discussion

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Definitions:

Stockholders' Equity

The residual interest in the assets of a corporation after deducting liabilities, representing ownership interest.

Research and Development

A series of creative and systematic activities undertaken to increase the stock of knowledge and the use of this knowledge to devise new applications, products, or processes.

Loss Contingency

A potential financial loss that might occur in the future due to a past event or condition, whose resolution is uncertain.

Provision for Loss

An amount set aside in the accounting records to cover anticipated losses or liabilities.