In the Context of Planning Sales Dialogues and Presentations, Which

question 47

Multiple Choice

In the context of planning sales dialogues and presentations, which of the following statements is true?

• A) It is essential to uncover the emotional buying needs of a buyer before planning sales dialogues and presentations.
• B) It is essential to understand the competitive situation while planning sales dialogues and presentations.
• C) It is essential to plan sales dialogues and presentations before questioning a buyer using the ADAPT questioning system.
• D) It is essential to plan the sales dialogue and presentation in a manner that involves minimal buyer-seller interaction.
• E) It is essential to plan the sales dialogue and presentation in a manner that ensures the salesperson gets to speak most of the time.

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Definitions:

Storming Stage

The phase in team development characterized by conflict and competition as members begin to express individual personalities and resist group constraints.

Bruce Tuckman

A psychologist known for his "forming, storming, norming, performing" model of team development.

Power Struggles

Describes situations where individuals or groups compete for control and influence over decisions and outcomes.

Performing Stage

A phase in group development where the group is functioning at its highest level of effectiveness.