Some Sales Reps Try to Get a Prospect to Do

question 60

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) None of these is a good answer.

---

Definitions:

Normative Need

Refers to what is considered a standard or essential requirement in a society to ensure the well-being and functioning of its members.

Drinking Water

Water that is safe for human consumption, free from contaminants and harmful bacteria.

Water Resources

The natural sources of water available for human use, including lakes, rivers, aquifers, and rainwater, crucial for survival, agriculture, and industry.

Social Justice

Social justice is the concept of fair and just relations between the individual and society, measured by the distribution of wealth, opportunities for personal activity, and social privileges.