Carl, an office supply salesperson, determined during the preapproach process that a prospect could save 25 percent yearly by purchasing a bulk order of 30 units of Carl's general supplies kit. Carl has defined this advantage while developing a(n):

Question

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Carl has defined a customer benefit plan by identifying a specific advantage (saving 25 percent yearly) that the prospect could gain by purchasing a bulk order. This plan focuses on the benefits the customer will receive from the product.

Carl, an Office Supply Salesperson, Determined During the Preapproach Process