In Discussing a Planned Sales Dialogue, Ivan Told His Sales

question 78

Multiple Choice

In discussing a planned sales dialogue, Ivan told his sales manager, "This is a new customer so I am going to start the discussion by discussing the cost savings due to reducing the amount of staff required." What does this statement suggest that Ivan is planning to use?

• A) a potential benefit
• B) a confirmed benefit
• C) a value story
• D) a feature

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Definitions:

Residual Income

Income that continues to generate after the initial effort has been expended, often used as a metric to evaluate the performance of investment centers within companies.

Profit

The financial gain achieved when the revenues generated from business activities exceed the expenses, costs, and taxes involved in maintaining the activity.

Consistently

Consistently refers to acting or performing in the same manner over time, ensuring uniformity and reliability in behavior or outcomes.

Significant Achievement

A considerable or noteworthy accomplishment that marks progress toward a goal.