During the Knowledge Acquisition Stage of the Selling Process, a Salesperson

question 172

Multiple Choice

During the knowledge acquisition stage of the selling process, a salesperson should gather all of the following information except:

• A)evaluate the risk factors.
• B)identify the product users.
• C)evaluate the switching costs.
• D)identify the decision makers and influencers.

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Definitions:

Observed

A term referring to something that has been seen, noticed, or monitored.

Knowledge, Skills, Abilities

A framework used in human resources to evaluate or describe an individual's competencies that are necessary to perform various tasks and roles effectively.

Job Specification

A detailed description of the qualifications, skills, experience, and duties required for a specific job position.

Acronym KSA

Knowledge, Skills, and Abilities; a commonly used term, especially in job descriptions, to refer to the essential elements required to perform a task.