What is the salesperson attempting to do when he/she provides a brief summary of his/her company's relative strengths in the marketplace?
A) explaining how the FAB formula is used by his/her company
B) explaining his/her company's "short cycle"
C) explaining his/her company' competitive advantage
D) explaining the cost advantages of his/her product
E) none of these choices are correct

Question

Quizplus · Accepted Answer

When a salesperson provides a brief summary of his/her company's relative strengths in the marketplace, he/she is attempting to explain his/her company's competitive advantage over its competitors. This gives the prospect a better understanding of why they should choose this company over others.

What Is the Salesperson Attempting to Do When He/she Provides