quiz 6 - Section Question1 1/1point , except...

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Section Question 1 1 / 1 point With regard to the sales presentation and demonstration, the best salespeople do all of the following  except Question options: remember that the prospect is the passive party to  whom the product is being presented, so the onus  is on the salesperson to communicate persuasively. think of the sales presentation as the pivotal  exchange between seller and buyer in the  sequence of exchanges comprising the selling  process. actively solicit prospect participation at every  phase of the sales presentation and  demonstration. make room in the sales presentation and  demonstration for the prospects' descriptions of  their problems, needs, ideas, and questions.  Section Question 2 1 / 1 point Today's professional salespeople spend more time on which of the following? Question options: Closing the sale Overcoming  objections Demonstrating  the product Defining  prospect needs  Section Question 3 1 / 1 point With a skeptical prospect, salespeople should Question options: not waste much time with this type  because they seldom buy anything. be very conservative in the sales  presentation. try to close early, often, and hard to  keep the prospect from getting away. use the “yes, but” approach to  overcome objections.  Section Question 4 1 / 1 point With a prospect who is grouchy, a salesperson should Question options: be very aggressive and never back down on any  negotiating point.
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reassure the prospect that he or she has the  authority and the ability to buy. ask questions to get at the underlying problems,  then listen attentively. tell several little jokes before beginning the sales  presentation to get the prospect in a better mood.  Section Question 5 1 / 1 point With methodical prospects, salesperson should Question options: reassure them that they have the authority and  ability to make the buying decision.
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  • Spring '14
  • Sales, Consultative selling, 90 percent, Question options

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