If the Salesperson's Objective Is to "Begin Converting a Prospect

question 67

Multiple Choice

If the salesperson's objective is to "begin converting a prospect into a customer by creating a desire for the product or service," what is the name of this stage in the personnel selling process?

• A)approach
• B)preapproach
• C)presentation
• D)prospecting
• E)follow-up

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Definitions:

Equilibrium

A state in a market where the quantity of goods supplied is equal to the quantity of goods demanded, with no pressure to change the price or quantity.

Price Ceiling

A government-imposed limit on how high a price can be charged for a product or service, often set below the equilibrium price to keep goods affordable.

Consumer Surplus

The disparity between what consumers are ready and able to spend for a product or service and the amount they end up paying.

Price

The financial expenditure involved in obtaining a product or service.