Robert Is a Technology Salesperson

question 105

Multiple Choice

Robert is a technology salesperson. On receiving a stalling objection from one of his clients, he used the probability or rating close. The prospect responded, "I am not sure, maybe you have a 20% chance of making the sale if you come after a week." What action needs to be taken by Robert if he should have a chance of making the sale?

• A) Summarize the major selling points again and try a close.
• B) Use the standing-room-only close to persuade the prospect.
• C) Return to square one and start the selling process again.
• D) Keep calling on the customer till the probability increases.
• E) Use a trial close to find out the real problem.

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Definitions:

Constructive Conflict

A type of conflict where the differing parties engage in positive communication and problem-solving, leading to beneficial outcomes such as innovation or improved relationships.

Individuals

Single human beings, as opposed to groups, that are units of analysis in socio-economic and organizational studies.

Interests

Preferences or desires that influence choices and actions, ranging from personal hobbies to professional pursuits.

Conflict

A situation where parties with opposing interests, goals, or values encounter each other, leading to tension or disputes.