The Problem-Solution Sales Approach

question 106

Multiple Choice

The problem-solution sales approach:

• A)strives to discover a customer's needs during the first part of the sales call and then provide solutions to those needs.
• B)requires the two organizations to develop a common mission.
• C)requires employees from the selling organization to analyze the buyer's business.
• D)uses specific statements to elicit specific responses from customers.

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Definitions:

Positive/Negative Analysis

An evaluative process that assesses the positive and negative outcomes or impacts of a decision or situation.

Risk Analysis

The process of identifying, assessing, and prioritizing risks followed by coordinated and economical application of resources to minimize, monitor, and control the probability or impact of unfortunate events.

Capital Budgeting

The process by which businesses evaluate and prioritize investments in projects and acquisitions to maximize their long-term value.

Decision Tree Analysis

An analytical method that uses a decision tree structure to evaluate the outcomes of different decision paths, incorporating branches for uncertainty, resource costs, and potential returns.