While Making a Sales Presentation to the Head of a Local

question 65

Multiple Choice

While making a sales presentation to the head of a local company,Jenny discovers that the head is routinely stopped and delayed at airport security because of a joint replacement that sets off alarms but doesn't show up easily in the x-ray machines. This adds another 3-4 hours to some trips,and has caused him to miss 10 flights in the previous year. This conversation is:

• A)need identification
• B)relationship building
• C)price negotiation
• D)qualifying the prospect
• E)post-sales service

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Definitions:

Portfolio Standard Deviation

A measure of the dispersion of the returns of a portfolio, indicating its risk.

Individual Security

A specific financial instrument, such as a stock or bond, representing an investment in assets or rights to ownership.

Covariance

A statistical measure that indicates the extent to which two variables change together; if the covariance is positive, the variables move together, while a negative covariance means they move inversely.

Securities' Returns

The profit or loss derived from investing in a security, including dividends, interest, and capital gains.