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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: A22) Salespeople should make benefit statements that:B23) A salesperson who represents a company with many products will need to make decisions to:C24) If the customer is aware of the problem and the salesperson sells a product that can solve the problem, the salesperson should:D
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: E26) 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:A27) The philosophy of the training course Action Selling is that the key to sales success is:B28) Reminder presentations are often performed by:C
29) The connectors between your messages and the internal emotions of the prospect are called:A) metaphorsB) appealsC) storiesD) emotional linksE) testimonialsAnswer: D30) Which of the following is NOT usually an area of negotiation before the close?