When a Prospect Simply Cannot Imagine How a Product Can

question 36

Multiple Choice

When a prospect simply cannot imagine how a product can be used,a salesperson's best strategy is to:

• A)overcome the prospect's doubts with a demonstration
• B)convert features to benefits
• C)cover one idea at a time
• D)appeal to more than one sense
• E)not assume too much technical knowledge

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Definitions:

Sales

Income earned from the sale of products or services over a defined time frame.

Direct Method

A cost allocation technique used in cost accounting that assigns all service department costs directly to producing departments without considering any services rendered between service departments.

Accounts Receivable

Debts to a company from its customers for products or services already delivered, yet payment is pending.

Administrative Expenses

Costs related to the general operation of a company, such as salaries of executives and office supplies.