In Completing a Sales Dialogue Template for a Scheduled Call

question 72

Multiple Choice

In completing a sales dialogue template for a scheduled call, Ali focused on writing a number of open-end questions that he would use in the first two stages of the ADAPT model. Which key to effective sales dialogue does this demonstrate?

• A) planning and practising prior to the sales interaction
• B) being interactive and engaging the customer to encourage feedback
• C) focusing on creating and presenting value in an interesting and understandable way
• D) supporting the customer value offered by objective claims

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Definitions:

Big Five

A model in psychology that identifies five primary dimensions of personality: openness, conscientiousness, extraversion, agreeableness, and neuroticism.

Personality Traits

Enduring characteristics that describe an individual's behavior.

Workplace

A location or setting where individuals are employed and perform tasks related to their jobs.

Acquiescence Response

A tendency in survey responses where participants agree with statements as presented to them regardless of the content.