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

Multiple Choice

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) :

A) value analysis.
B) customer benefit plan.
C) individualized sales call objective.
D) customer profile.
E) customized marketing objective.