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.

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Definitions:

Covered

In various contexts, it refers to something being overlaid or protected by another layer or being included within the scope of something (e.g., insurance).

Ostracism

A social phenomenon where an individual or group is excluded or ignored by other individuals or groups.

Autonomy Needs

The psychological necessity for individuals to feel self-governing and in control of their own choices and actions.

Chain Migration

A social process by which immigrants from a particular town follow others from that town to a particular city or neighborhood, whether in their home country or abroad.