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A salesperson can try to identify a personality type by performing which activity?
Patronage
Encourage interaction
Ability to pay
To provide structure for salespeople to follow without stifling their personalities
Observing their actions
Ask additional questions and explain other features and benefits
Distracting mannerisms
To get the full attention of the customer
What aspect of their delivery should salespeople try to identify and correct before giving a sales presentation?
Patronage
Encourage interaction
Ability to pay
To provide structure for salespeople to follow without stifling their personalities
Observing their actions
Ask additional questions and explain other features and benefits
Distracting mannerisms
To get the full attention of the customer
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?
Patronage
Encourage interaction
Ability to pay
To provide structure for salespeople to follow without stifling their personalities
Observing their actions
Ask additional questions and explain other features and benefits
Distracting mannerisms
To get the full attention of the customer
The salesperson should pause before answering a customer's objections in order to perform which activity?
Patronage
Encourage interaction
Ability to pay
To provide structure for salespeople to follow without stifling their personalities
Observing their actions
Ask additional questions and explain other features and benefits
Distracting mannerisms
To get the full attention of the customer
Why do companies provide sales standards to their salespeople?
Patronage
Encourage interaction
Ability to pay
To provide structure for salespeople to follow without stifling their personalities
Observing their actions
Ask additional questions and explain other features and benefits
Distracting mannerisms
To get the full attention of the customer
Which is motivation for a customer's buying behavior that is based on loyalty?
Patronage
Encourage interaction
Ability to pay
To provide structure for salespeople to follow without stifling their personalities
Observing their actions
Ask additional questions and explain other features and benefits
Distracting mannerisms
To get the full attention of the customer
What do salespeople need to determine in order to qualify leads?
Patronage
Encourage interaction
Ability to pay
To provide structure for salespeople to follow without stifling their personalities
Observing their actions
Ask additional questions and explain other features and benefits
Distracting mannerisms
To get the full attention of the customer
What is often an effective technique for a salesperson to use when selling goods and services to groups?
Patronage
Encourage interaction
Ability to pay
To provide structure for salespeople to follow without stifling their personalities
Observing their actions
Ask additional questions and explain other features and benefits
Distracting mannerisms
To get the full attention of the customer
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