Naven Knows That He Needs to Ask a Series of Questions

question 91

Multiple Choice

Naven knows that he needs to ask a series of questions early in his sales presentation,but he also knows that he

• A) should take control of the conversation.
• B) should ask questions only if he already knows the answers.
• C) needs to first determine whether the customer is an order getter or order taker.
• D) needs to listen carefully to the answers.
• E) should follow a strict structure with his questions.

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Definitions:

Marginal Benefits

The additional satisfaction or utility that a person gains from consuming an additional unit of a good or service.

Marginal Costs

The cost added by producing one additional unit of a product or service.

Producing

The process of creating goods or services to be offered to the market.

Marginal Benefit

The heightened satisfaction or utility one gets from acquiring one more unit of a product or service.