In a Need Satisfaction Sales Presentation,the Salesperson Gives Up a Degree

question 38

Multiple Choice

In a need satisfaction sales presentation,the salesperson gives up a degree of presentation control for a greater:

• A)Memorization of the value proposition.
• B)Control of the sales presentation formula.
• C)Efficiency in the sales presentation.
• D)Understanding of the customer's problems.

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Definitions:

Inputs

Inputs refer to the resources, information, or efforts that are used or required to achieve a task, process, or project.

Equity Theory

A concept in social psychology that posits individuals determine the fairness of their job benefits and rewards by comparing themselves to others in similar situations.

Performance Feedback

The process of providing individuals with information regarding their performance level, often with suggestions for improvement.

Optimal Frequency

The most efficient or effective rate at which a particular operation, process, or activity is carried out for desired results.