During the Preapproach Stage, a Salesperson Usually Conducts Additional Research

question 113

Multiple Choice

During the preapproach stage, a salesperson usually conducts additional research about prospects and

• A)assists the prospect through the buying process.
• B)decides what role to play during the handling reservations stage.
• C)develops plans for meeting with the customer.
• D)offers initial concessions to gain the sale.
• E)determines which of the customer's buying support team need to be present at the sales presentation.

---

Definitions:

Replacement Cost

The cost to replace an asset or item at its current market price.

Financial Statements

Compiled financial data that provides an overview of a company's financial position, including balance sheet, income statement, and cash flow statement.

Inventory

Items kept on hand by a company for the purpose of production or sale, encompassing raw materials, work-in-progress, and finished goods.

Moving-average Cost Method

An inventory valuation method that averages the costs of inventory over a period to calculate the cost of goods sold and ending inventory valuation.