Why Is It Important to Emphasize Benefits During a Sales

question 141

Multiple Choice

Why is it important to emphasize benefits during a sales presentation?

• A) Conducting a needs assessment
• B) Meeting the needs of the buyer
• C) Uncovering the buyer's concerns
• D) Identifying the buyer's decision level
• E) Overcoming the buyer's price objections

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Definitions:

Explicit Costs

Direct, out-of-pocket payments for wages, rent, materials, and other inputs required for the production of goods or services.

Implicit Costs

The opportunity costs of utilizing resources owned by the firm that could have been employed elsewhere, not directly paid out in cash.

Economies of Scale

The cost advantages that enterprises obtain due to their scale of operation, leading to a decreased cost per unit.

Pin Factory

An example used by Adam Smith to describe the benefits of specialization and division of labor in manufacturing, increasing productivity and efficiency.