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:

Target Profit Pricing

A pricing strategy where the selling price is determined by adding a desired profit to the cost of the product.

Target Profit Pricing

A pricing strategy where the price is set based on a desired level of profit over the costs of production and marketing.

Experience-curve Pricing

A pricing strategy based on the concept that unit production costs decline by a fixed percentage each time production experience doubles.

Cost-plus Pricing

A pricing strategy where a fixed percentage is added to the total cost of producing a product or service to determine its selling price.