Calculate the Value for Df_M in the Present Example

question 5

Multiple Choice

Calculate the value for df_M in the present example.

• A) 2
• B) 3
• C) 15
• D) 16

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Definitions:

Advantages

In the FAB sales approach, general statements about what the features do; they may or may not be connected to an expressed or actual customer need.

Expressed Need

A requirement or desire that has been clearly stated or communicated by individuals or groups.

Actual Need

The genuine requirement or necessity for a product or service based on a customer's specific situation or problem.

Key-Account Sellers

Sales representatives who focus on establishing and maintaining partnership relationships with a small set of three to five named accounts.