Some Sales Reps Try to Get a Prospect to Do

question 180

Multiple Choice

Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs.After the sales rep feels that he understands the customer's needs,he begins to enter more into the discussion,helping the customer understand his own needs,showing how his product satisfies the customer's needs,and then trying to close the sale.This type of sales presentation uses the

• A)selling formula approach.
• B)target market presentation.
• C)consultative selling approach.
• D)prepared sales presentation.
• E)motivational marketing.

---

Definitions:

Change Rewards Received

Incentives or benefits provided to individuals or teams for successfully implementing or adapting to organizational changes.

Instrumentalities

Represents the perceived connection between performance and outcomes in the context of motivation and expectancy theory.

Performance-Contingent Basis

A compensation or reward system where the payout or reward level depends on the achievement of specific performance targets or metrics.

Expectancy Theory of Motivation

A psychological theory suggesting that an individual's motivation is influenced by their expectation of achieving desirable outcomes through their actions.