The is the essence of the salesperson's role in the consultative selling process. Cost-benefit analysis Value proposal Request for proposal (RFP) Recommendation One should always include to obtain reactions from the customer t ensure you both have the same understanding about the value of the offering and it application to the customer's situation. Jokes Long pauses Controversial statements Questions Question 44 ( 2 points) Because of a lack of unique knowledge about the audience members, are often used as prospecting tools to provide an overview presentation that communicates general benefits. Sales calls Cold-calls Webinars Paid reviews