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51. The acronym L-O-C-A-T-E is used to: A. remember the sequence of steps in benefit selling.B. list the steps needed to use stimulus-response selling.C. remember techniques for uncovering important buying needs.D. remind the seller to identify product features, advantages, and benefits.
E. remember the six types of trial closes.Answer: CLearning Objective: 04-05Topic: How to Determine Important Buying Needs—A Key to SuccessBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: The L-O-C-A-T-E method is used to determine the buying needs that are most important to a customer. Observing prospects and asking them questions are two methods for determining needs.52. The _____ checks the pulse or attitude of your prospect toward the sales presentation. 53. The trial close allows the salesperson to determine whether:
Learning Objective: 04-03Topic: The Trial Close—A Great Way to Uncover Needs and SELLBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: The trial close allows a salesperson to determine whether the prospect likes a product’s feature, advantage, or benefit. Prior to the presentation, the salesperson should have determined if the prospect has the purchasing power to buy the product.54. During a sales presentation, it can be most effective when asking for an order to:A. discuss financing challenges.B. mention the prospect’s positive comments. C. outline the expected delivery schedule.D. prevent the prospect form asking questions. E. re-address the prospect’s negative comments. Answer: BLearning Objective: 04-03Topic: The Trial Close—A Great Way to Uncover Needs and SELLBlooms: Understand AACSB: AnalyticLevel of Difficulty: Medium Explanation: Remember the prospect’s positive reactions and use them later to help overcome objections and in closing the sale. Generally, it is best to not discuss the negative again.
55. The _____ involves the showing of a product feature, explaining the advantage, leading into a benefit, and then letting the customer talk by asking a question about the benefit. Learning Objective: 04-02Topic: SELL SequenceBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: By using the SELL sequence, a salesperson can remember to show the feature, explain the advantage, lead into the benefit, and then let the customer talk by asking a question about the benefit (trial close).