[SOLVED] 71 mike knows he needs to ask a series of questions early in his sales presentation 4347626

71. Mike knows he needs to ask a series of questions early in his sales presentation, but he also knows he:
A. should take control of the conversation.
B. should only ask he knows the answers to.
C. needs to first determine whether the customer is an order getter or order taker.
D. needs to listen carefully to the answers.
E. should close early, and if that fails, leave quickly to maximize his commission potential.

72. Often, inexperienced salespeople mistakenly believe that during the sales call, they should:
A. listen carefully to the customer.
B. pay attention to body language.
C. note the office environment.
D. act positively.
E. do all the talking.

73. Asking questions and listening closely to customers' replies, allows salespeople to:
A. create value by solving problems or addressing specific 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 they are qualified or not.

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74. Handling reservations during the selling process is also known as:
A. “swinging for the fences.”
B. overcoming objections.
C. selling support.
D. closing the loop.
E. relationship selling.

Tag: often, inexperienced salespeople mistakenly believe that during the sales call, they should

75. 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.
A. be identified as a qualified lead
B. agree with everything he says
C. raise objections
D. offer advice
E. return unacceptable merchandise

76. Evelyn knows prospective customers are likely to raise reservations about price and quality. She knows she needs to convince customers that her products represent:
A. a bygone era.
B. a good value.
C. the cheapest choice available.
D. average quality for a below average price.
E. an environmental achievement.

77. Effective salespeople anticipate and handle:
A. external environmental changes.
B. corporate takeovers.
C. buyers' reservations.
D. role-playing conflict.
E. disciplining from sales managers.

78. 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 any reservations.
E. re-evaluate your expected order.

79. ________________ stage in the personal selling process corresponds to the need recognition stage in the B2B selling process.
A. Generate and qualify leads
B. Preapproach
C. Sales presentation
D. Closing the sale
E. Follow-up

80. _________________ stage in the personal selling process corresponds to RFP stage in the B2B selling process.
A. Generate and qualify leads
B. Preapproach
C. Sales presentation
D. Closing the sale
E. Follow-up

Tag: often, inexperienced salespeople mistakenly believe that during the sales call, they should