In Completing a Sales Dialogue Template for a Scheduled Call

question 72

Multiple Choice

In completing a sales dialogue template for a scheduled call, Ali focused on writing a number of open-end questions that he would use in the first two stages of the ADAPT model. Which key to effective sales dialogue does this demonstrate?

• A) planning and practising prior to the sales interaction
• B) being interactive and engaging the customer to encourage feedback
• C) focusing on creating and presenting value in an interesting and understandable way
• D) supporting the customer value offered by objective claims

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Definitions:

Implicit Costs

The opportunity costs of using resources owned by the firm for its own use, rather than earning income from these resources elsewhere.

Explicit Costs

Direct, out-of-pocket payments for inputs or resources employed in the production of goods or services.

Total Cost

The aggregate amount of expenses incurred by a business in producing goods or services, including both fixed and variable costs.

Economic Profit

The variance between gross receipts and all outlays, including both tangible and intangible costs.