A Salesperson Should Ask a Prospect to Buy Only When

question 86

Multiple Choice

A salesperson should ask a prospect to buy only when the prospect reaches the _____ stage of the mental buying process.

• A) knowledge
• B) conviction
• C) belief
• D) desire
• E) need

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Definitions:

Forecasting Error

The difference between the actual value and the predicted value in forecasting, indicating the accuracy of the prediction.

Capital Expenditure

Resources allocated by a corporation to purchase or improve tangible assets like land, factories, or machinery.

Variable Costs

Costs that vary directly with the level of production or sales volume, such as raw materials and direct labor costs.

Contribution Margin

The amount by which sales revenue exceeds variable costs of production, indicating how much contributes to fixed costs and profits.