Mike Is a Sales Rep for an Industrial Equipment Company

question 9

Multiple Choice

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.

• A) The buyer wants to avoid the sales interview
• B) The prospect lacks information.
• C) The buyer simply resists change
• D) The he has failed to prospect properly.
• E) All of the above are correct.

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Definitions:

Promised Benefit

An expected or assured advantage that is to be delivered as a result of an action or a transaction.

Resistance

The act of opposing or standing against certain ideas, changes, or directives, often seen in organizational or social contexts.

Persuade

The act of convincing someone to do or believe something through reasoning or argument.

Request

The act of politely or formally asking for something.