Answer selected answer need satisfaction out of 154

Answer
Selected Answer:
need-satisfaction
· Question 44
1.54 out of 1.54 points
After dealing with a prospect's objection, the very next thing the professional salesperson
should do is to:
Answer

Selected Answer:
use a trial close
· Question 45
1.54 out of 1.54 points
"Shouldn't you go ahead and buy now before the price increases next month?" is an example
of a(n):
Answer
Selected Answer:
suggestive proposition
· Question 46
1.54 out of 1.54 points
The formula sales presentation is most closely associated with:
Answer
Selected Answer:
the AIDA procedure
· Question 47
1.54 out of 1.54 points
To build a caring relationship with a customer, a salesperson should first:
Answer
Selected Answer:
analyze the customer’s needs
· Question 48
1.54 out of 1.54 points
What is the first step in learning how to overcome call reluctance?
Answer
Selected Answer:
to admit to having a problem with call reluctance

· Question 49
1.54 out of 1.54 points
Sales objections should be welcomed.
Answer
Selected Answer: True
· Question 50
1.54 out of 1.54 points
Which of the following types of opening statements is the most common and least powerful
way to begin a sales presentation?
Answer
Selected Answer:
"Hello, my name is Sashmi Patel."
· Question 51
1.54 out of 1.54 points
A business proposition for a reseller can contain:
Answer
Selected Answer:
all of the above
· Question 52
1.54 out of 1.54 points
"Just picture how much your daughter will appreciate your buying her this new convertible,"
is an example of a(n):
Answer
Selected Answer:
autosuggestion
· Question 53

1.54 out of 1.54 points
The greatest asset a salesperson who wants to be a strong negotiator can have in entering a
negotiation is:
Answer
Selected Answer:
preparation
· Question 54
1.54 out of 1.54 points
When the salesperson asks, “Do you really need a CD player that will hold 300 CDs?” he was
most likely using a(n):
Answer
Selected Answer:
countersuggestion
· Question 55
1.54 out of 1.54 points
According to the text, the two reasons why a salesperson must constantly look for new
prospects are to replace customers lost over time and to:
Answer
Selected Answer:
increase sales
· Question 56
1.54 out of 1.54 points
"The copier we have still makes great copies," says your prospect. Which major category of
objection are you experiencing?
Answer
Selected Answer:
product
· Question 57

1.54 out of 1.54 points
Which of the following rules is listed as one of the text's twelve keys to successful closing?
Answer
Selected Answer:
Summarize benefits as related to the buyer's needs.
· Question 58
0 out of 1.54 points
A salesperson using the product approach would hand his or her product to the prospect and
ask, “What do you think of that?”
Answer
Selected Answer: True
· Question 59
1.54 out of 1.54 points
"I suggest you buy the model 1000 copier," is an example of a(n):
Answer
Selected Answer:
direct suggestion
· Question 60
0 out of 1.54 points
The best possible sales call objective is “to get an order” because it reflects the salesperson’s
self-confidence.