The Customer Benefit Approach Is Most Useful When the Salesperson

question 77

Multiple Choice

The customer benefit approach is most useful when the salesperson:

• A) knows the prospect's critical needs.
• B) calls on a new, unfamiliar prospect.
• C) develops a lengthy sales presentation.
• D) sells a complex, technical product.
• E) sells newly redesigned products.

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Definitions:

Attachment Style

Patterns of attachment behavior shown in relationships, formed early in life, that affect how individuals relate to others as adults.

Network Establishment

The process of creating a web of professional or personal contacts to gain support, share information, or achieve career goals.

Strange Situation

A procedure developed to measure the quality of attachment between young children and their caregivers by observing their responses to a series of separations and reunions.

Unfamiliar Situation

A scenario or environment that is not known or recognized, often leading to feelings of discomfort, anxiety, or curiosity.