Some Sales Reps Try to Get a Prospect to Do

question 60

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 these is a good answer.

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Definitions:

Romanesque

An architectural style of Europe characterized by semi-circular arches, robust appearance, and thick walls, prevalent in the 11th and 12th centuries.

Material

The substance or substances of which any physical object is composed or can be made, including metals, woods, plastics, and textiles.

Location

A specific place or position, often used in various contexts to define where something is situated or found.

Moral Hazard

A situation in which one party is more willing to take risks because the costs that may result will not be borne by them.