In a Discussion About Sales Resistance with Her Sales Manager

question 87

Multiple Choice

In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?

• A) provide the prospect with a good reason to want to see her 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:

Weighted Average Cost

The calculation that takes into account the varying costs of goods and the quantity of each, to determine an average cost.

Preferred Stock

A class of stock that typically has a priority claim on dividends and assets in the event of liquidation over common stock.

Yield

The income return on an investment, such as the interest or dividends received, expressed as an annual percentage of the investment’s cost.

Cost of Debt

The effective rate that a company pays on its current debt, including loans and bonds, which can be measured before or after taxes.