You Are an Experienced and Very Successful Sales Rep for a Major

question 194

Multiple Choice

You are an experienced and very successful sales rep for a major consumer products company. You are having lunch with a group of newly hired sales reps who just got their assigned sales territories. This is a very ambitious group of new hires, which is evidenced by the fact that they offered to buy you lunch if you would let them pick your brain about successful sales tactics.
Which of the following personal selling success tips will you share with the new hires?

• A) Don't waste your time building a database of potential prospects.
• B) Start selling as soon as you meet the prospect for the first time.
• C) Don't waste too much time on your sales presentation because it is not really important.
• D) Be thorough in your preapproach by doing your homework on your prospects.
• E) Never try using a "trial close."

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Definitions:

Theory

A system of ideas intended to explain something, based on general principles independent of the thing to be explained.

Primary Sex Characteristics

The physical features that are directly involved in human reproduction, including the organs of the reproductive system.

Secondary Sex Characteristics

Physical traits that emerge during puberty but are not directly involved in reproduction, such as breast development in females and facial hair growth in males.

Males

Male individuals of a species, especially human beings, characterized by XY chromosomes.