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:

Capacity to Participate

The ability or potential of an individual or group to engage actively in a process or activity.

Bimolecular

A reaction mechanism involving the collision and interaction of two reactant molecules to form products.

Second Order

Relates to a chemical reaction or process that is proportional to the product of two reactant concentrations, or to the square of the concentration of a single reactant.

Exothermic

Describes a chemical reaction that releases energy in the form of heat.