Gabe Knows That He Needs to Ask a Series of Questions

question 27

Multiple Choice

Gabe knows that he needs to ask a series of questions early in his sales presentation, but he also knows that he

• A)should take control of the conversation.
• B)should ask questions only if he already knows the answers.
• C)needs to first determine whether the customer is an order getter or order taker.
• D)needs to listen carefully to the answers.
• E)should follow a strict structure with his questions.

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Definitions:

Reasonable Expectations

The anticipation of benefits, actions, or conditions based on what an ordinary person would consider fair under specific circumstances.

Inconsistent Warranties

Situations where the guarantees or assurances provided on products or services conflict with each other.

Dominant

Exerting power or influence over others; often used to describe a company or country in a position of authority within its field or region.

Warranty of Title

A guarantee provided by a seller to a buyer that the seller has the right to sell the property and that there are no undisclosed liens, claims, or encumbrances against it.