Producers Who Know Something About Their Target Customers' Needs and Attitudes

question 24

Multiple Choice

Producers who know something about their target customers' needs and attitudes often supply their relatively untrained salespeople with a sales presentation in which (1) the salesperson does most of the talking at the beginning, (2) the salesperson then brings the customer into the discussion to clarify the customer's needs,and (3) the salesperson tries to close the sale.They are using a

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

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Definitions:

Routine Request

A routine request is a standard or regular request for information, services, or action within an organization or between businesses.

Direct Approach

Message organization that starts with the main idea (such as a recommendation, a conclusion, or a request) and follows that with supporting evidence.

Main Idea

A specific statement about the topic of a message.

Deadlines

Specific dates or times by which tasks must be completed or submissions made.