To change caution signals to acceptance signals, the sales person should:
a) use open-ended questions
b) carefully listen and respond to buyers message
c) slow up or change planned presentation
d) project acceptance signals
e) any or all of the above
Answer: E
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Art of Selling
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- Which of the following statements about sales lead clubs is true?
- Nikki's father introduced her to a friend of his outside the post office. When Nikki sold Girl Scout cookies to her father's friend, she asked him if he knew of others who would buy her cookies. He suggested she go to the post office counter and sell a box to Stan, one the postal employees. When asked, Stan suggested she try a park bench near the post office where his wife and some of her friends gather to eat their lunch. Using the _____ method of prospecting, Nikki was soon sold out of cookies.
- When Amy Dillard began selling Mary Kay Cosmetics, she didn't know anyone in her neighborhood. She simply went door-to-door, mostly talking to stay-at-home moms. Which of the following prospecting techniques best describes the method Amy used?
- A qualified person or organization that has a potential to buy your goods or services is best described as a(n):
- "There could be a price hike in these items next month. Why don't you buy some extra stock now?" This is an example of:
- A(n) _____ type of suggestion implies that prospects should act immediately.
- The statement, "Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):
- ____ attempts to have prospects imagine using the product themselves.
- The equipment salesperson asked the professional landscaper, "Did you know the RedMax brand backpack blower can save you time and money as it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?
- "Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe. What kind of an approach was the travel agent using?
- All of the following are examples of consumer sales promotions EXCEPT:
- The manufacturers of products like Coca-Cola, Levi's jeans, IBM computers, and Purina dogg food want to reach all the users of their products-- both consumers and industrial buyers. They would use _______ advertising because it has the greatest reach.
- What should a salesperson know about their company?
- The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is its:
- A salesperson who used a(n) ________ would be able to plan her sales calls geographically:
- A value analysis is defined as:
- _____ refers to the physical placement of the product within the retailer's store.
- When the book salesperson told the bookstore manager, "3/15 net 60," the manager knew he was receiving a _________________ discount.
- Surfing the internet:
- Salespeople need to have selling knowledge in order to:
- Which of the following about sales training is true?
- Which of the following is not an appropriate way for salespeople to use their computer?
- Electronic calendar management:
- Companies advertise their products because they hope to:
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