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:

Thomas Jefferson

The third President of the United States, serving from 1801 to 1809, he is known for his role in writing the Declaration of Independence and for the Louisiana Purchase.

Alexander Hamilton

A founding father of the United States, first Secretary of the Treasury, and key author of the Federalist Papers, instrumental in creating the nation's financial system.

Life Terms

Durations of appointment, often used in the context of judicial or governmental positions, that extend for the incumbent's lifetime unless resigned, retired, or impeached.

Rhode Island

The smallest U.S. state by area, known for its Sandy shores and seaside Colonial towns. It was also the first of the thirteen original colonies to declare independence from British rule.