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:

Collective Unconscious

A concept proposed by Carl Jung, referring to the part of the unconscious mind that is derived from ancestral memory and experience, common to all humankind.

Carl Jung

A Swiss psychiatrist and psychoanalyst who founded analytical psychology, known for concepts like archetypes, the collective unconscious, and individuation.

Mores

Are core norms that most people believe are essential for the survival of their group or their society.

Laws

A system of rules created and enforced through social or governmental institutions to regulate behavior.