The _____ approach is considered weak because it fails to grab

Question

Question 1
The _____ approximation is considered inefficient consequently it fails to catch the heed of a probability
.
referral
premium
introductory
complimentary
product
4 subject-matters
Question 2
According to the citation, the _____ course of sales grant is semi-structured
.
formula
memorized
stimulus response
need-satisfaction
problem-solution
4 subject-matters
Question 3
The salesperson who asks the probability, "Are you irritated subjoined a while how regularly you feel to assault your rechargeable batteries?" is:
source the implementation of the FAB approximation
.
at the implication quantity of the SPIN approximation
.
at the need-payoff quantity of the SPIN approximation
.
remembering the KISS
.
using probes
.
4 subject-matters
Question 4
The salesperson prepares to ask the probability to perform a acquisition subjoined persuasion has been established
.
True
False
4 subject-matters
Question 5
The problem-solution grant is a pliable course that requires a constructive segregation of the probability's needs
.
True
False
4 subject-matters
Question 6
Which of the subjoined involves a grant invented encircling three calibre?
Participation
Trial closes
Dramatization
Logical reasoning
Visual aids
4 subject-matters
Question 7
Which of these statements environing formula grants is gentleman?
The formula grant is grounded on the SPIN act of developing and giving the sales grant
.
New-task buying situations are a good-tempered-tempered occasion to use the formula grant course
.
An practice of the formula grant is that it is most adaptable to deep dispose-ofing situations
.
Customers get the first quantity of talking occasion at the source of the formula sales grant
.
To fortunately use the formula sales grant course, the salesperson must feel anteriorly authorized the probability's needs and wants
.
4 subject-matters
Question 8
As a salesperson, you should recognize that the remedy of the five intangible steps that a probability goes through in deciding to buy from you is:
interest
.
insight.
intent.
inference.
incubation.
4 subject-matters
Question 9
According to the Golden Rule of Selling, the core of the sales grant is the salesperson's approximation to the customer or probability
.
True
False
4 subject-matters
Question 10
Ashley Trist has separated a dispose-ofing technique in which she has aggravate manage aggravate the conference betwixt buyer and dispose-ofer than subjoined a while any other sales grant course
. What technique is Ashley most likely using?
Professional
Memorized
Need-satisfaction
Barrier
Problem-solution
4 subject-matters
Question 11
A salesperson asks a bookstore possessor, "Do you recognize why students who use our examination making-ready books acception their SAT scores?" What approximation is substance used?
Product
Opinion
Curiosity
SPIN
Customer benefit
4 subject-matters
Question 12
Keri Marten has opened a day anxiety hardihood for offspring antiquated one to six
. She seeks the abettance of national pediatricians in identifying those in need of her services. Identify the course of probabilitying utilized by Keri.
Cold canvas
Center of influence
Group
Public exhibition
Endless chain
4 subject-matters
Question 13
Because they are so occupied, abundant executives feel sublimation courses to fortify their occasion
. In command to get through this course, you, as a administrative salesperson, should do all of the subjoined EXCEPT:
not impair occasion waiting
.
develop friends in the probability's firm
.
call at the straight occasion on the straight person
.
value in yourself
.
follow the probability
.
4 subject-matters
Question 14
The _____ sales grant course is most misapply when counsel needs to be collected from the probability, as is repeatedly the occurrence in dispose-ofing industrial emanations
.
stimulus-response
need-satisfaction
formula
canned
persuasive
4 subject-matters
Question 15
Which of the subjoined refers to a shabby recital used to explain a subject-matter and to assimilate colossus conversant to colossus unlearned?
Metaphor
Simile
Analogy
Parable
Imagery
4 subject-matters
Question 16
Many probabilitys conquer rest up the phone as shortly as they conjecture an undertake is substance made to dispose-of them colossus
.
True
False
4 subject-matters
Question 17
Melissa dispose-ofs security to homeowners and renters
. Every weekend she goes out looking for tender vans and tribe unloading U-Haul trucks. She writes down the discoursees of those who look to be tender in. Every Monday she calls the catalogue she has collected during the weekend and asks them if they are careful in security. Melissa is using the _____ course of probabilitying.
hardihood of influence
observation
networking
preapproach
endless chain
4 subject-matters
Question 18
The FAB formula helps a salesperson acception a probability's covet for a emanation
.
True
False
4 subject-matters
Question 19
What is considered the best visual aid to use during a sales grant?
Sample ads
Product videos
Customer examinationimonials
The real emanation
A emanation manual
4 subject-matters
Question 20
Which of the subjoined statements is gentleman environing a nondirective investigation?
Most nondirective investigations are unavailable ended
.
A nondirective investigation usually begins subjoined a while do or are.
Nondirective investigations are used to confront subject-matters of agreement
.
A nondirective investigation clarifies a probability's anterior statement
.
One tidings investigations can casually be used as nondirective investigations
.
4 subject-matters
Question 21
A fortunate pomp should feel all of the subjoined diagnosiss EXCEPT substance:
organized
.
necessary.
ethical.
theatrical.
professional.
4 subject-matters
Question 22
_____ undertakes to feel probabilitys conceive using the emanation themselves
.
Suggestive proposition
Prestige suggestion
Empathetic suggestion
Autosuggestion
Ideal-self suggestion
4 subject-matters
Question 23
Which of the subjoined is diagnosis of the memorized sales grant?
Requires earlier continuity subjoined a while buyer
Perceived as noble influence dispose-ofing
Used for multi-day grants
Lacks building and organization
Opens subjoined a while investigations to probability
4 subject-matters
Question 24
Innovative Installers provides a multiformity of services akin to duty extension and relocations such as installing modular duty furniture and providing extension planning and layout consultations Innovative Installers is owned and operated by Mierzett Evans and his sister Glenda Heldris. The guild was founded in 1992
. It had aggravate than $2 pet sales in 2003. The guild uses a multiformity of marketing courses including a Web top, apathetic calls, and frequented mail. Evans and Heldris value the guild could improve reveal subjoined a while immanent customers who may not recognize of the guild's existence.
The siblings use the oppidan Web top to notify immanent customers environing the services their guild offers
. The Web discourse is moderate in all of the guild's advertising. In other tidingss, Evans and Heldris are using:
e-prospecting
.
frequented communication
.
frequented sales
.
Internet dialoguing
.
apathetic sales
.
4 subject-matters
Question 25
Perry Rodriguez wants to cause a network of probabilitys for his landscaping business
. Which of the subjoined would be the LEAST efficacious course?
Sending thank-you notes to tribe who present him leads
Focusing on parley hardihood-of-influence tribe
Asking open-ended, feel-good-tempered types of investigations
Sending continuitys monthly sales promotional items
Sending continuitys unflattering counsel environing the competition
4 subject-matters

 

 

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