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:

Accrued Interest

Interest that has been incurred but not yet paid, typically reported as a liability on the balance sheet until it is paid out.

Premiums

Additional amounts paid over the normal cost or value, often related to insurance policies or bond prices above their face value.

Discounts

Reductions to the selling price of goods or services that can be applied for various reasons, such as to encourage prompt payment or to move inventory quickly.

Face Value

The nominal or dollar value printed on a bond or a stock certificate, representing the amount due to the holder at maturity.