Terrence sells office equipment and is asked by a prospect,"How does your product compare to the one I'm currently using?" To prepare for this question,Terrence should have:
A) planned a trial close.
B) examined the competition's ads.
C) checked his firm's code of ethics.
D) practiced question-avoidance techniques.
E) talked to former employees of his competitors.

Question

Quizplus · Accepted Answer

A salesperson needs to be prepared to discuss product features, advantages, and benefits in comparison to other products and confidently show why the salesperson's product will fulfill the buyer's needs better than competing products. One method to obtain information on competitors is through advertisements.

Terrence Sells Office Equipment and Is Asked by a Prospect,"How