Prior to Making the Approach to a Potential Customer, the Salesperson

question 9

Multiple Choice

Prior to making the approach to a potential customer, the salesperson should:

• A) outline objections and effective responses.
• B) break down product features and benefits by category.
• C) understand the way in which the industry operates.
• D) collect and analyze information about the potential customer.

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Definitions:

Total Cost

The aggregate financial cost of all operating expenses and direct costs associated with the production of goods or services.

Total Benefit

The complete gain or satisfaction obtained from consuming a product or engaging in an activity, quantified by willingness to pay or perceived utility.

Construction Project

A comprehensive undertaking to build, erect, or assemble infrastructure or buildings, involving planning, design, and management.

Public Choice Theorists

Economists who apply the theories and methods of economics to the analysis of political behavior, focusing on the behavior of public officials and voters.