What Should the Consultative Salesperson Do When the Prospect Says,"Are

question 94

Multiple Choice

What should the consultative salesperson do when the prospect says,"Are you telling me that your packaging will protect my fragile products better than your competitor's can?"

• A)conduct an unplanned needs assessment
• B)handle the question as an objection
• C)rephrase the comment to something positive
• D)modify his or her sales proposal

---

Definitions:

Processing Departments

Divisions within a manufacturing facility where specific processes are performed on products in their production stages.

Process Cost System

A cost accounting system used to apply costs to similar products that are produced in a continuous fashion.

Identical Units

Units of product that are uniform in nature and interchangeable with each other in the manufacturing process.

Continuous Basis

Operations or processes that are carried out without interruption, constantly over time.