You Want to Start a Needs Analysis Process with a Prospect

question 117

Multiple Choice

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look, this simply just takes up time I do not have!" What would you do?

• A)start to ask probing questions
• B)continue with the process as you know best
• C)keep the prospect happy and suggest the most popular product you sell
• D)explain why you think a needs analysis process would benefit the prospect in the long term
• E)tell the customer you need to do a needs analysis questionnaire before head office approves the order

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Definitions:

Two-part Tariff

A pricing strategy that includes a fixed fee plus a variable usage fee, commonly used in utility services or subscription-based services.

Marginal Cost

Refers to the cost associated with producing an additional unit of output, highlighting the concept of incremental expense in production processes.

Profit-maximizing

The method firms apply to identify the most beneficial pricing and production levels for profit maximization.

Demand

An economic principle referring to the quantity of a good or service that consumers are willing and able to purchase at various prices during a given time period.