Consultative Selling Refers to a Presentation Format That

question 290

Multiple Choice

Consultative selling refers to a presentation format that

• A)emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
• B)focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
• C)consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
• D)assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
• E)involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

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Definitions:

Variable Expenses

Expenditures that adjust in response to the operations of a company.

Transfer Price

A price charged for goods or services transferred between departments or divisions of the same company or between affiliated companies.

Valve Division

Refers to a specialized business unit within a company that focuses on the production and sales of valves.

Variable Expenses

costs that vary in total in direct proportion to changes in activity level or volume, such as materials costs or commission expenses.