The Salesperson Should Decide Which Element(s) of the Presentation Mix

question 94

Multiple Choice

The salesperson should decide which element(s) of the presentation mix to emphasize in a particular presentation based primarily on:

• A) sales call objective, customer profile and customer benefit plan.
• B) financial objectives, product newness, number of customers and inventory levels.
• C) competitor activity, current inventory levels and bonus plans.
• D) persuasive communication, competitor activity and financial objectives.
• E) inventory levels, financial objectives, marketing plan and distribution strategy.

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Definitions:

Accumulated Depreciation

The total amount of depreciation expense that has been recorded for an asset since it was placed in service, reducing its book value.

Cash Dividends

are profit distributions made by a corporation to its stockholders in the form of cash.

Accounts Receivable

Money owed to a business by its clients or customers for goods or services delivered but not yet paid for.

Income Statement

A financial statement that shows a company's revenues, expenses, and profit or loss over a specific period of time.