Producers Who Know Something About Their Target Customers' Needs and Attitudes

question 102

Multiple Choice

Producers who know something about their target customers' needs and attitudes often supply their relatively untrained salespeople with a sales presentation in which (1) the salesperson does most of the talking at the beginning, (2) then brings the customer into the discussion to clarify the customer's needs, and (3) tries to close the sale. They are using a:

• A) consultative selling approach.
• B) quota system.
• C) prepared sales presentation.
• D) selling formula approach.
• E) target market presentation.

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Definitions:

Sensitivity Analysis

A technique designed to analyze the effect that varied values of an independent variable exhibit on a particular dependent variable, considering certain presuppositions.

NPV Estimates

Predicted calculations of Net Present Value, which assesses the worth of a project or investment by discounting its future cash flows to their present value.

Dynamic Balance

The balance status of a moving object. For instance, it is common to dynamically balance a truck tire and wheel assembly.

Counterbalance Position

Refers to a state or adjustment in which a system or component is balanced against another force or weight, often used in hydraulic systems or material handling.