Asking questions and listening closely to customers

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62. Asking questions and listening closely to customers' replies allows salespeople to: A. create value by solving problems or addressing s needs. B. maximize sales revenue. C. avoid having to address customers' reservations. D. skip the work needed in preapproach analysis. E. sell to any customer regardless of whether or not they a 63. Kyle is preparing for an important sales presentation. He knows that customers are more likely to __________ during his presentation than during other stages of the selling process. 64. Evelyn knows that prospective customers are likely to raise reservations about price and quality. She needs to convince customers that her products represent: 65. Effective salespeople anticipate and handle:
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66. Often the best way to handle customers' reservations is to relax, listen, and: A. re-assess your preapproach strategy. B. consider outsourcing. C. immediately call your sales support team. D. ask questions to clarify the issues. E. re-evaluate your expected order. 67. The __________ stage in the personal selling process corresponds to the need recognition stage in the B2B buying process. 68. The __________ stage in the personal selling process corresponds to RFP stage in the B2B buying process. 69. The __________ stage in the personal selling process corresponds to the proposal analysis and supplier selection stage in the B2B buying process.
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70. Mohinder sells small business health insurance programs, working on straight commission. Closing the sale is an extremely stressful point in the selling process for him. If he does not close the sale: A. his quota will be increased. B. he will generate no income. C. his quota will be lowered. D. his bonus will not exceed their commission. E. all of these.
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