MM 4 Multiple Choice Test

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?

The salesperson should pause before answering a customer's objections in order to perform which activity?

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?

A salesperson can try to identify a personality type by performing which activity?

What is a benefit for salesperson to use probing in a sales presentation?

What do salespeople need to determine in order to qualify leads?

Why do companies provide sales standards to their salespeople?

What is often an effective technique for a salesperson to use when selling goods and services to groups?

What aspect of their delivery should salespeople try to identify and correct before giving a sales presentation?

Which is motivation for a customer's buying behavior that is based on loyalty?

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