Rachel is preparing for her appointment with an important customer. She knows the content of the sales call depends on the ___________ and ___________.
A)FAB; FEBA
B)ego-involved credibility; pre-trial close
C)specific situation; existing relationship
D)need payoff statements; situational analysis
E)all of the above

Question

Quizplus · Accepted Answer

The content of the sales call depends on both the specific situation, such as the customer's needs and preferences, and the existing relationship between the salesperson and the customer. While elements such as FAB (features, advantages, benefits), credibility, and need payoff statements may be important, they are more specific tactics that would be used within the larger framework of the specific situation and existing relationship. The pre-trial close is not relevant to this context.

Rachel Is Preparing for Her Appointment with an Important Customer