When Faced with a Challenging Group Sales Dialogue, Which Tactic

question 80

Multiple Choice

When faced with a challenging group sales dialogue, which tactic should a salesperson employ with respect to handling questions?

• A) For effective time management, the salesperson should ask members of the buying team to hold all questions until the end of the presentation.
• B) The salesperson should anticipate questions that are likely to be asked, listen carefully, clarify by restating the question and seeking confirmation, and then answer the question as succinctly as possible.
• C) To encourage participation and maintain involvement, the salesperson should ask buying team members to help answer any questions raised.
• D) The salesperson should anticipate questions that are likely to be asked and then answer them in writing and distribute the answers to the buying team at the beginning of the presentation.

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Definitions:

Binocular Cues

Visual information taken in by two eyes that enable us a sense of depth perception, or the ability to perceive the three-dimensional structure and distance of objects.

Monocular Cues

Visual information that allows for perception of depth and distance using one eye, including texture gradient, interposition, and linear perspective.

Gestalt Psychologists

Psychologists who emphasize that the whole of anything is greater than its parts, focusing on patterns and configurations in psychological processes.

Visual Field

The total area in which objects can be seen in the peripheral vision while the eye is focused on a central point.