Salespeople can strengthen their presentations by showing the prospect that the cost of the proposal is offset by added value;this process is called:
A) magnifying the benefit.
B) market analysis.
C) multiple-sense appeal.
D) value analysis.
E) content analysis.

Question

Quizplus · Accepted Answer

Value analysis involves demonstrating how the cost of a proposal is offset by the value and benefits it provides. This approach can strengthen the sales presentation and overcome price objections from the prospect. Magnifying the benefit, market analysis, multiple-sense appeal, and content analysis are not directly related to demonstrating the cost offset by added value.

Salespeople Can Strengthen Their Presentations by Showing the Prospect That