During the Need-Fulfillment Stage of the Trust-Based Relationship Selling Presentation

Multiple Choice

During the need-fulfillment 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 salesperson restates and clarifies a buyer's needs
E) a buyer spends time creating a request for proposal