Answer:False Page: 322 Learning Objective: C
37.TFWhen a salesperson uses questions in his sales presentation, he should only ask questions to which he can anticipate the answer. Answer:True Page: 323 Learning Objective: D38.TFWhen it is clear that the prospect is not listening, you should repeat what he hasn’t heard.Answer:FalsePage: 234Learning Objective: D39.TFA salesperson should always be prepared to change any part of her sales presentation to meet the particular characteristics of a specific selling situation. Answer:True Page: 325 Learning Objective: DMultiple Choice Questions40.For salespeople, _____ refers to the time from when the salesperson first sees the buyer to when they begin to discuss the product. A)the approach B)the preapproach C)data mining D)qualifying E)leading Answer:A Page: 304 Learning Objective: A41.For salespeople, the stage in the selling process during which the salesperson meets, greets, and establishes rapport with the prospect is: 42.As a salesperson, you earn the right to a prospect's time and serious attention by: 43.According to the text, as a salesperson, you earn the right to a prospect's time and serious attention by:
44.Successful salespeople have learned a relaxation and concentration technique called ______, which allows them to cope with stress. A)stress-relieving concentration B)creative imagery C)doubt referral D)success imaging E)positive emoting Answer:B Page: 306 Learning Objective: A45.Creative imagery is a:
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