If You Walk into Your Prospect's Office and She Says

question 40

Multiple Choice

If you walk into your prospect's office and she says, "I'm sorry, but there's no use in our talking. I am satisfied with my current suppliers. Thanks for coming by." You should use a ________ question to move the conversation from the negative ground to a more positive condition.

• A) direct
• B) nondirective
• C) rephrasing
• D) directional
• E) redirect

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Definitions:

Market Opportunities

Potential areas where a company can invest in product development, marketing, or expansion to meet emerging customer needs or demands.

Strength/Attractiveness Matrix

A strategic tool used to analyze a company's product portfolio based on the relative strength of the products and the attractiveness of the markets.

SWOT Analysis

A strategic planning tool that identifies and evaluates a company's Strengths, Weaknesses, Opportunities, and Threats, facilitating informed decision-making.

Perceptual Map

A visual representation used in marketing to display how consumers perceive a product or brand in comparison to its competitors on various dimensions.