If a customer becomes used to the high quality of service and begins to view

If a customer becomes used to the high quality of

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21) If a customer becomes used to the high quality of service and begins to view the service as a commodity, a salesperson should: A) periodically remind the customer of the value-added by the serviceB) ask the customer to switch to another providerC) give the customer a price discountD) perform a persuasive presentationE) reinforce the customer's loyalty with presentsAnswer: A 22) Salespeople should make benefit statements that: B 23) A salesperson who represents a company with many products will need to make decisions to: C 24) If the customer is aware of the problem and the salesperson sells a product that can solve the problem, the salesperson should: D
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25) In a situation in which the customer may not be fully aware of a problem, the salesperson will need to: A) recommend another sourceB) ask more probing questionsC) end the sales call and ask for a meeting at a later dateD) recommend the solution immediatelyE) define the problem and recommend the solutionAnswer: E 26) If the customer's problem is not solved by any of the products or services the salesperson sells, then it is appropriate for the salesperson to: A 27) The philosophy of the training course Action Selling is that the key to sales success is: B 28) Reminder presentations are often performed by: C
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29) The connectors between your messages and the internal emotions of the prospect are called: A) metaphorsB) appealsC) storiesD) emotional linksE) testimonialsAnswer: D 30) Which of the following is NOT usually an area of negotiation before the close?
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