A Salesperson Who Represents a Company with Many Products Will

question 10

Multiple Choice

A salesperson who represents a company with many products will most likely need to:

• A)ask the customer many summary questions
• B)sell the customer the most popular products
• C)configure an appropriate solution for the customer
• D)create value by including all products in the solution
• E)engage in transitioning during the sales presentation

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Definitions:

Trial Close

A sales technique where the salesperson asks the potential buyer questions that assume the sale has been made, to gauge their readiness to commit.

FAB Demonstration

A sales technique focusing on features, advantages, and benefits of a product to persuade potential buyers.

Response To The Stimulus

The reaction or change in behavior or action of an organism or system as a result of a specific external factor or stimulus.

Market Share

The portion of a market controlled by a particular company or product, often expressed as a percentage of total sales within the industry.