Some Sales Reps Try to Get a Prospect to Do

question 221

Multiple Choice

Some sales reps try to get a prospect to do most of the talking at first--to help pinpoint the potential customer's needs. After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. This type of sales presentation uses the:

• A) selling formula approach.
• B) target market presentation.
• C) consultative selling approach.
• D) prepared sales presentation.
• E) None of the above.

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Definitions:

Discourse

A structured way of speaking or writing about a particular subject, often reflecting power relations and societal norms.

Ideology

A composition of notions and convictions, especially one that shapes the groundwork for the theoretical and policy aspects of economics or politics.

Thought Collectives

Groups of individuals who share similar beliefs, values, and practices, influencing each other's thoughts and actions through social interactions.

McDonaldization

A term describing the process by which the principles of the fast-food industry, such as efficiency, calculability, predictability, and control, are coming to dominate more and more sectors of society and social life.