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:

Thousands of Dollars

A unit of measure indicating the amount in multiples of one thousand dollars, often used to simplify financial figures.

Y-Intercept

The point where a line crosses the y-axis on a graph.

Least Squares Line

A line of best fit determined by minimizing the sum of the squares of the vertical distances of the points from the line.

Shape of Distribution

Describes the geometric outline formed by plotting the frequency of data points over a range of values.