The Beginning of the Sales Presentation May Be the Most

question 15

Multiple Choice

The beginning of the sales presentation may be the most important part of the selling process, because this is where the salesperson establishes

• A)where the customer is in the buying process.
• B)how much time has been allocated for the presentation.
• C)which of the alternative products to demonstrate.
• D)whether to quote a full price or discount price.
• E)which type of follow-up will be needed.

---

Definitions:

Allocating

The process of assigning or distributing resources or costs among various accounts, projects, or entities.

Residual Income

The amount of income that an individual or company has after all personal debts and expenses, including the cost of capital, have been paid.

Performance Measure

Criteria or benchmarks used to assess and compare the efficiency, effectiveness, and productivity of operations within an organization.

Investment Turnover

A measure of a company's ability to generate sales from its investments in assets, typically indicating efficiency.