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:

Charitable Pledges

Promises to donate a specific amount of money or resources to a charity or non-profit organization.

Consideration

The value, in the form of money, goods, services, or a promise thereof, that is exchanged between parties as part of a contract.

Inadequacy of Consideration

A situation where the value exchanged in a contract is significantly disproportionate, raising questions about the fairness of the agreement.

Wholesale Price

The cost of goods sold in bulk to retailers or distributors, generally lower than retail price.