Ch. 4Pink defines the secondword in his new ABCs of moving othersas __________. It means approximately the same thing as the word __________.-the ability to stay afloat in an ocean of rejection; resilienceWhen Pink writes about the old ABCs of selling, he is referring to the phrase “__________” from the movie __________.Which of the following phrases correctly spells out Pink’s new ABCs of moving others?ClarityCh. 5Ingram and his co-authors define __________ as a process designed to identify, qualify,and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.Ingram and his co-authors describe __________ as “a very inefficient prospecting method.”A salesperson who engages in strategic prospecting will construct a strategic prospecting plan. According to Ingram and his co-authors, a strategic prospecting plan includes which of the following elements?The tracking systemelement of a strategic prospecting plan-does all of the above.Before contacting a prospect, why should sales people should gather comprehensive information about the prospect company and the buyer at that company?
A salesperson can (and should) gather basic information before meeting with the prospect. __________ is an example of this type of information, as is __________. __________ is an example of this type of information.A lead that meets or exceeds the screening criteria set by the salesperson’s company iscalled-a qualified prospect.A true prospect has __________ the product or service that the salesperson is selling.Ingram and his co-authors briefly describe __________, which is a group that brings salespeople together for the purpose of exchanging information about prospects. A