Which of the following phrases should salespeople involved in relational

Which of the following phrases should salespeople

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37.Which of the following phrases should salespeople involved in relational selling try to remember?a.Always Be Closing (ABCs of Selling)b.Never take no for an answerc.Nobody likes to be sold, but everybody likes to buyd.Show me an objection and I'll show you an interested buyere.All of the aboveANS:CPTS:1DIF:Difficulty: ChallengingREF:p. 187OBJ:LO: 8-638.Statements from the buyer that indicate his/her interest in making a purchase are called ____.PTS:1DIF:Difficulty: EasyREF:p. 188OBJ:LO: 8-639.Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.PTS:1DIF:Difficulty: ChallengingREF:p. 188OBJ:LO: 8-640.A buyer saying "The price is lower than I thought it would be" is communicating a(n) ____.PTS:1DIF:Difficulty: ModerateREF:p. 188OBJ:LO: 8-641.A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.a.Commitment signal
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b.Objectionc.Trial commitmentd.Confirmed benefite.None of the above are accurateANS:CPTS:1DIF:Difficulty: ChallengingREF:p. 188OBJ:LO: 8-642.A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson asa(n) ____.PTS:1DIF:Difficulty: ModerateREF:p. 188OBJ:LO: 8-643.Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:PTS:1DIF:Difficulty: ModerateREF:p. 188OBJ:LO: 8-644.Which of the following is not a technique for earning commitment?PTS:1DIF:Difficulty: ModerateREF:p. 189-190OBJ:LO: 8-645.Which of the following is not a technique for earning commitment?a.Direct Commitmentb.Translationc.Summary commitmentd.Balance sheet commitmente.Alternative choiceANS:BPTS:1DIF:Difficulty: EasyREF:p. 189-190OBJ:LO: 8-6
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