During the typical first step of the problem-solution presentation,a salesperson should:
A) prepare the sales presentation based on previously gathered customer knowledge.
B) convince the prospect to allow an analysis of the prospect's problem.
C) reach a mutual agreement with the prospect on the nature of the problem.
D) prepare a written problem-solution proposal for the prospect.
E) show how the product will satisfy mutual needs.

Question

Quizplus · Accepted Answer

The first step of the problem-solution method is convincing the prospect to allow the salesperson to conduct an analysis. After making an analysis, both parties agree on the problem and determine that the buyer wants a solution. A proposal is developed and then plans are made for a sales presentation.

During the Typical First Step of the Problem-Solution Presentation,a Salesperson