In a Discussion About Sales Resistance with His Sales Manager

question 70

Multiple Choice

In a discussion about sales resistance with his sales manager, Philippe has determined that some of his prospects have been avoiding the sales interview. Which strategy should he use to address this problem?

• A) provide the prospect with a good reason to want to see him and request an appointment
• B) ask questions using the ADAPT or SPIN models to verify the prospect's interests
• C) schedule regular sales visits with the prospect
• D) make a sales presentation that clearly communicates a better solution to the buyer's problem

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Definitions:

Operating Cycle

The duration of time from the acquisition of goods for resale or the start of a service to the receipt of payment from customers.

Cash Cycle

The period between the outlay of cash for raw materials and receiving payment from customers, reflecting the efficiency of a company's cash flow management.

Quarterly Receipts

Refers to the income or revenue received by a business, organization, or government on a quarterly basis.

Quarterly Disbursements

The act of paying out or distributing company funds, typically dividends or investments, on a quarterly basis.