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QUESTION 81.For salespeople, the stage in the selling process during which the salesperson meets,greets, and establishes rapport with the prospect is:the approach.the preapproach.
data mining.qualifying.leading.1.5 points QUESTION 91.Toby sells furniture. He has just been asked, "How does your product compare to the competition?" To prepare for this question, Toby should have:1.5 points QUESTION 101.Horis sells home insulation. As a part of his formulating of his customer benefit plan, he selects the features, advantages, and benefits of the appropriate consulting services thathe will present to his prospect. This action is:1.5 points QUESTION 111.A prospect goes through five mental steps, which all lead to the purchase decision. The approach stage of the selling process should:
QUESTION 121.Which of the following statements describes a disadvantage of the memorized sales presentation?The difficulty involved in preparing and using the memorized sales presentation often frightens inexperienced salespeople.The memorized sales presentation includes too much prospect participation.The memorized sales presentation is not effective when selling time is short.The memorized sales presentation presents features, advantages, and benefits that may not be important to the buyer.Salespeople often are very disorganized when they use the memorized sales presentation approach.1.5 points QUESTION 131.Which of the following statements about sales training is true?1.5 points