In the Needs Awareness Stage of the Trust-Based Relationship Selling

Multiple Choice

In the needs awareness stage of the trust-based relationship selling presentation format, _____.

A) a buyer should be talking 60 to 70 percent of the time
B) a salesperson must show how his or her product and its benefits will meet the needs of a buyer
C) a salesperson increases a buyer's awareness about potential needs that might exist
D) a buyer spends time creating a request for proposal
E) a salesperson talks 80 to 90 percent of the time