What Should the Consultative Salesperson Do When the Prospect Says,"Does

question 15

Multiple Choice

What should the consultative salesperson do when the prospect says,"Does that mean your product is 10 percent slower than your competitor's?"

• A) Conduct an unplanned needs assessment.
• B) Handle the question as an objection.
• C) Immediately leave the prospect's office.
• D) Ask for referrals.
• E) Modify his or her sales proposal.

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Definitions:

Out Of Control Signals

Indicators within a process control or statistical control chart that highlight when a process is deviating from its stable state or specified limits.

Sampling Distribution

The probability distribution of a given statistic based on a random sample, used to make inferences about the population.

Common Cause Variation

The variation in a process that is random and inherent to the process itself, as opposed to being caused by identifiable factors.

Conjugate Acid

The species formed when a base gains a proton (H+), effectively showing the protonated form of the base.