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10. When should you notuse Situation questions?a.Irrelevant business areasb.Late in the sales cyclec.Sensitive areasd.None of the abovee.All of the above11. Kevin works for Irish Pub Company, a design and construction outfit that sells completely finished, made-in-Ireland pubs--complete with everything from beer taps to mosaic floors to decorative bric-a-brac like antique whiskey bottles--to American entrepreneurs. Kevin is trying to sell the Irish pub concept to a retired New York City business executive who wants to own his own business. Since the executive is not an experienced pub owner and is reluctant to invest $300,000 in the project, Kevin should consider this to be a _____ buying situation. 12. According to the communication process, when a salesperson develops a sales 3
presentation, he or she is actively involved in: 13. As Betty progresses through her sales presentation, she notices the customer begins to blink their eyes rapidly, almost once per second. Betty