While making a sales presentation to the head of a local company,Jenny discovers that the head is routinely stopped and delayed at airport security because of a joint replacement that sets off alarms but doesn't show up easily in the x-ray machines. This adds another 3-4 hours to some trips,and has caused him to miss 10 flights in the previous year. This conversation is:
A)need identification
B)relationship building
C)price negotiation
D)qualifying the prospect
E)post-sales service

Question

Quizplus · Accepted Answer

This conversation is focused on identifying the head's needs and pain points related to his joint replacement causing delays at airport security. By discovering this information, Jenny can tailor her sales pitch to address this specific issue and offer a solution that will make travel easier for the head of the company. Therefore, this conversation falls under the category of need identification.

While Making a Sales Presentation to the Head of a Local