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.

Customer Benefit Plan

A strategy or program designed to provide value to customers, beyond the basic product or service, to enhance their satisfaction and loyalty.

Preapproach Process

The planning and research phase in sales where information about the prospect is gathered before the first meeting.

Value Analysis

A systematic approach to improving the value of products or services by examining function, reducing costs, and ensuring no compromise on quality or performance.