Which of the following is a salesperson's best source of prospects?
A. Trade shows
B. Referrals from satisfied customers
D. Centers of influence
Which of the following statements about objections during a sales presentation is true?
A. Objections are typically trivial, and best handled by ignoring them.
B. Objections can arise at any time during the sales presentation.
C. A good salesperson allows objections to be raised only when the sales presentation is concluded.
D. In handling an objection, a salesperson should be willing to challenge the prospect's opinion and experience.
In response to an objection, the salesperson should __________ the customer.
A. not immediately challenge
C. listen passively to
D. actively challenge
The concept of __________ focuses the organization's attention on providing continuing satisfaction and reinforcement to individuals or organizations that are past or current customers.
A. pre marketing
C. after marketing
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