What Should the Consultative Salesperson Do When the Prospect Says,"Does

question 71

Multiple Choice

What should the consultative salesperson do when the prospect says,"Does that mean your product is 10 percent slower than your competitor's?"

• A) Conduct an unplanned needs assessment.
• B) Immediately leave the prospect's office.
• C) Modify his or her sales proposal.
• D) Handle the question as an objection.

---

Definitions:

Memory

The cognitive process enabling humans to encode, store, retain, and subsequently retrieve information and past experiences.

Belmont Report

A foundational document in the ethics of human subjects research, outlining key principles including respect for persons, beneficence, and justice.

Autonomy

The capacity to make an informed, un-coerced decision independently.

Beneficence

In ethics, it refers to the moral obligation to act for the benefit of others, promoting their well-being.