The Customer Benefit Approach Is Most Useful When the Salesperson

question 77

Multiple Choice

The customer benefit approach is most useful when the salesperson:

• A) knows the prospect's critical needs.
• B) calls on a new, unfamiliar prospect.
• C) develops a lengthy sales presentation.
• D) sells a complex, technical product.
• E) sells newly redesigned products.

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Definitions:

Average Fixed Assets

The mean value of a company's fixed assets, like plant and equipment, calculated over a specific period of time.

Double-Declining Balance Method

A method of accelerated depreciation calculating an asset's loss of value at double the rate of the straight-line depreciation method.

Depreciation Expense

The allocated amount of an asset's cost that is written off as an expense over its useful life, reflecting the consumption of the asset.

Residual Value

The estimated amount that an asset will be worth at the end of its useful life.