After Beginning a Sales Presentation, Henriette Realizes the Prospect Already

question 53

Multiple Choice

After beginning a sales presentation, Henriette realizes the prospect already knows much of what she is presenting. She decides to skip a large part of her presentation and moves to a comparison of her company's products to competing products. Henriette showed the _____________ selling skill.

• A) Closing
• B) Adaptive
• C) Follow-up
• D) Listening
• E) Overcoming objections

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Definitions:

Speed of Processing

How quickly an individual can take in, assess, and respond to information.

Menopause

The cessation of menstruation, occurring between ages 45 and 55 and signifying the end of reproductive capacity.

Presbyopia

A condition, occurring in the mid- to late 40s, in which the lenses of the eyes no longer accommodate adequately for near vision, and reading glasses or bifocals are required for reading.

Peak Physical Health

The optimum level of bodily functioning, where an individual is at their maximum level of energy, vitality, and physical wellness.