A Sales Manager Is Writing the Script for His Salespeople

question 43

Multiple Choice

A sales manager is writing the script for his salespeople to follow when approaching new potential clients. What part of the process is most important for the manager to leave open for sales reps to flex according to the communications style of the prospective client?

• A)asking for the close
• B)presenting the benefits of the services
• C)developing rapport with the prospective client
• D)presenting the pricing structure
• E)discovering the prospective client's needs

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Definitions:

Due Diligence Defense

A legal strategy where the defendant shows that reasonable actions were taken to avoid causing harm, used as a defense in civil litigation and regulatory compliance.

Securities Act of 1933

A federal law enacted to ensure more transparency in financial statements so investors can make informed decisions about investments, and to establish laws against misrepresentation and fraudulent activities in the securities markets.

Audited Financial Statements

Financial records that have been reviewed and certified by a certified public accountant (CPA) for accuracy and adherence to standard accounting practices.

Financial Statement Auditing

The examination and evaluation of a company's financial statements by an independent auditor to ensure accuracy, compliance with accounting standards, and fairness in financial reporting.