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:

Depreciable Asset

A long-term asset that decreases in value over time due to usage and wear and tear.

Book Value

The net value of an asset as recorded on the balance sheet, calculated by subtracting the accumulated depreciation from the asset's original cost.

Unearned Ticket Revenue

Money received from ticket sales before the event or services have been provided; considered a liability until the service is rendered.

Season Tickets

A type of ticket that grants the holder access to a set number of events, typically for sports teams, theaters, or public transport, over a specific period.