When Paul Was Talking with His Customer About the New

Multiple Choice

When Paul was talking with his customer about the new accounting system, his customer mentioned that she thought the new system was not going to fit into their budget. Paul explained that once her people were trained on it, it would require less time to process orders, and therefore save her money in payroll. Which part of the sales presentation is demonstrated in this example?

A) generating and qualifying leads
B) the presentation
C) overcoming reservations
D) the preapproach
E) follow-up