16)When should cross selling be attempted? A)During the presentation B)Just before the closeC)During the introductionsD)Once you have the original order in handE)At any time in the sales process17.When a landscaper contractor says to a homeowner, "a poorly manicured lawn is like a bad haircut." What terms best describes the landscaper's comment? 18.John wants to close the deal and tells the prospect the following; "let's sign the contract now as prices are likely to increase in the next few weeks" (assume the statement is true). What technique is John using? 19.If you sell a product, chances are you will have competitors selling similar products. Which of the following is NOT one of the basic rules addressing the issue of competitors' products?
20. During her presentation, Jane asked John, "How do you like our 24-hour technical support line?" What techniques is Jane using? A)Needs analysis B)A trial close C)Personal question D)Need creation E)Personalizing the relationship 21. The situation you face determines which approach technique you should use to begin your sales presentation to a client. Often, many situational variables impact the situation you will face. Which of the following is NOT a common situational variable identified in the textbook? 22. The objective of the questions approach technique is to: 23. Which opening statement approach is so weak that it usually must be used in conjunction with another approach?
You've reached the end of your free preview.
Want to read all 14 pages?
- Summer '19