In Preparing for a Sales Interaction, Jacob Gathered and Made

question 70

Multiple Choice

In preparing for a sales interaction, Jacob gathered and made copies of a number of durability and reliability test reports from government agencies for his product line, which he intended to give to the prospective customer. 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:

Decision Making

The process of choosing among multiple options or courses of action, based on factors such as data analysis, strategic goals, and resource availability.

Cost Driver

A factor that causes the cost of an activity or process to change, used in activity-based costing to allocate overheads more accurately.

Responsibility Centre

A unit or department within an organization, headed by a manager, who is accountable for its activities and financial performance.

Direct Costs

Expenses that can be directly attributed to the production of a specific product or service, such as materials and labor.