During the Typical First Step of the Problem-Solution Presentation,a Salesperson

question 11

Multiple Choice

During the typical first step of the problem-solution presentation,a salesperson should:

• A) prepare the sales presentation based on previously gathered customer knowledge.
• B) convince the prospect to allow an analysis of the prospect's problem.
• C) reach a mutual agreement with the prospect on the nature of the problem.
• D) prepare a written problem-solution proposal for the prospect.
• E) show how the product will satisfy mutual needs.

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Definitions:

Metacommunication

Communication about communication, which encompasses the context, tone, and nonverbal cues that influence how the message is interpreted.

Proxemic Communication

The use of space and distance in communication to convey messages or affect interpersonal interactions.

Visual Kinesic Communication

The aspect of communication that involves body movements, facial expressions, and gestures as nonverbal cues to convey messages or emotions.

Positive Stroke

A form of psychological nourishment that involves giving or receiving positive feedback or affirmation; a more specific definition related to positive reinforcement.