T1 f2 7 according to one of the assigned articles the

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Unformatted text preview: ot to buy. T1 F2 7. According to one of the assigned articles, the following is a good phrase to use when making a close: “Well, Sarah, that’s my proposal – how do you feel about it?” T1 F2 8. A sales manager that asks a salesperson “What was your response?” to a customer’s specific question indicates the sales manager is more interested in people development than business development according to one of the articles. T1 F2 9. The keystone in the arch of resistance is value for every customer. T1 F2 10. Your instructor (Dr. Wysocki) is a fan of the “Choice Close.” AEB 3341 Exam #3 White Form A – Fall 2007 – Page 2 of 12 PART II: MATCHING (10 points). Match the term or phrase in the header with the choices listed below that provides the best answer. Use Test Form Code A. Mark questions 11 through 20. 11. According to the article “Tips for Selling to Difficult Types of Customers,” asking lots of open-ended questions works best with which type of customer? A) Hostile. B) Judgmental. C) Deliberative. D) Pessimistic. E) Unresponsive. 12. According to the article “Tips for Selling to Difficult Types of Customers,” providing more documentation than usual works best with which type of customer? A) Hostile. B) Judgmental. C) Deliberative. D) Pessimistic. E) Unresponsive. 13. According to Dave Laiderman which response should you use for the excuse “I have my own website”? A) Statistica...
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This note was uploaded on 09/23/2009 for the course AEB 3341 taught by Professor Wysocki during the Spring '04 term at University of Florida.

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