When Tracy Went to Work as a New Sales Rep

question 221

Multiple Choice

When Tracy went to work as a new sales rep for Paradise Candles, she was told to use the following speech in her sales presentations: "Hello, Mr./Ms. (customer name) . My name is (your name here) . I'm calling on behalf of Paradise Candles. We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise Candles instructed Tracy to use

• A) a formula selling presentation.
• B) a stimulus-response presentation.
• C) a needs-satisfaction presentation.
• D) suggestive selling.
• E) consultative selling.

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Definitions:

Expected Returns

The expected yield from an investment, considering the likelihood of different results.

Positive Variance

The difference between actual performance and expected performance where the actual outcome is more favorable than what was anticipated.

Weights

In finance, it refers to the proportion of each component's value in a portfolio or in a weighted average calculation.

Expected Return

The probable return on an investment, taking into account all possible outcomes or the aggregate return that an investor anticipates over a certain period.