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A probe that requires a broad response to a topic and cannot be answered with yes or no is known as which type of question?
To get the full attention of the customer
Open-ended
To provide structure for salespeople to follow without stifling their personalities
Patronage
Less time is needed to make a sale.
Ask additional questions and explain other features and benefits
Encourage interaction
Observing their actions
The salesperson should pause before answering a customer's objections in order to perform which activity?
To get the full attention of the customer
Open-ended
To provide structure for salespeople to follow without stifling their personalities
Patronage
Less time is needed to make a sale.
Ask additional questions and explain other features and benefits
Encourage interaction
Observing their actions
A salesperson can try to identify a personality type by performing which activity?
To get the full attention of the customer
Open-ended
To provide structure for salespeople to follow without stifling their personalities
Patronage
Less time is needed to make a sale.
Ask additional questions and explain other features and benefits
Encourage interaction
Observing their actions
Which is motivation for a customer's buying behavior that is based on loyalty?
To get the full attention of the customer
Open-ended
To provide structure for salespeople to follow without stifling their personalities
Patronage
Less time is needed to make a sale.
Ask additional questions and explain other features and benefits
Encourage interaction
Observing their actions
Why do companies provide sales standards to their salespeople?
To get the full attention of the customer
Open-ended
To provide structure for salespeople to follow without stifling their personalities
Patronage
Less time is needed to make a sale.
Ask additional questions and explain other features and benefits
Encourage interaction
Observing their actions
What is often an effective technique for a salesperson to use when selling goods and services to groups?
To get the full attention of the customer
Open-ended
To provide structure for salespeople to follow without stifling their personalities
Patronage
Less time is needed to make a sale.
Ask additional questions and explain other features and benefits
Encourage interaction
Observing their actions
What is a benefit for salesperson to use probing in a sales presentation?
To get the full attention of the customer
Open-ended
To provide structure for salespeople to follow without stifling their personalities
Patronage
Less time is needed to make a sale.
Ask additional questions and explain other features and benefits
Encourage interaction
Observing their actions
A salesperson has explained the features and benefits of a product that appeared to be of interest to a customer. What should the salesperson do if the customer reacts negatively?
To get the full attention of the customer
Open-ended
To provide structure for salespeople to follow without stifling their personalities
Patronage
Less time is needed to make a sale.
Ask additional questions and explain other features and benefits
Encourage interaction
Observing their actions
Check it!