What Should a Salesperson Remember When Conducting a Needs-Gap Analysis

question 62

Multiple Choice

What should a salesperson remember when conducting a needs-gap analysis?

• A) A prospect with an identified need does not necessarily translate into a purchase.
• B) Prospects require a value proposition before considering a purchase.
• C) A prospect with a confirmed benefit leads to a purchase.
• D) Features sell the product because that is what customers want.

---

Definitions:

Accumulate

The process of collecting or gathering an increasing quantity of a particular item or data points over time.

Post-Retirement Benefits

Benefits that an employee begins to receive after retiring from a company, including pensions, health insurance, and life insurance.

Contingency

A future event or circumstance that is possible but cannot be predicted with certainty.