A Salesperson Is Trying to Decide Which Element of the Sales

question 42

Multiple Choice

A salesperson is trying to decide which element of the sales presentation mix to emphasize in a particular presentation.She wants to make sure her communication will resonate with the prospect.What term describes the process this salesperson is going through?

• A) visual aids process
• B) vendor analysis process
• C) the customer benefit plan process
• D) persuasive communication process
• E) a communication audit process

---

Definitions:

Standard Costing System

An accounting method that applies predetermined costs to measure the cost of goods sold and performance.

Continuous Improvement

An ongoing effort to improve products, services, or processes by making incremental improvements over time or breakthrough improvements all at once.

Process Perspective

An approach to management that focuses on the optimization and improvement of business processes to achieve better performance and outcomes.

Budgeted Costs

Projected expenses for a specified period under budgetary control, guiding spending and financial planning.