A Balanced Presentation Occurs When a Salesperson

question 17

Multiple Choice

A balanced presentation occurs when a salesperson:

• A) creates very high expectations from his product or service in the prospect's mind.
• B) allows equal speaking time for both the salesperson and the prospect.
• C) provides adequate focus on all sides of the sales situation.
• D) proves consistently that the competitor's products have nothing better to offer.
• E) avoids any comparison of his offer with that of his competitors.

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Definitions:

CVP Analysis

Cost-Volume-Profit analysis is a method used in managerial accounting to understand how changes in costs, sales volume, and price affect a company's profit.

Material Cost

The expense incurred by a company to purchase or produce the raw materials used in manufacturing a product.

Fixed Costs

Fixed expenses unaffected by variations in production volume or sales figures, like rental fees, salary payments, and insurance costs.

Graphical Approach

A method of solving problems or representing data using diagrams, charts, or graphs.