In a Discussion About Sales Resistance with His Sales Manager

question 12

Multiple Choice

In a discussion about sales resistance with his sales manager, Josh has determined that some of his prospects object as a matter of custom and are reluctant to buy on the first call. Which strategy should he use to address this problem?

• A) continually work to add value by providing useful information
• 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

Identify proper strategies for summarizing documents and messages.

Understand the appropriate use of subject lines and their composition.

Comprehend how to effectively communicate changes and decisions within an organization.

Grasp the concepts of direct and indirect messages and their underlying purposes.

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Definitions:

Open-Ended

Pertaining to questions, discussions, or formats that allow for a wide range of responses or outcomes, without a fixed limit or structure.

Yes Or No

A type of question or decision that requires a simple affirmative or negative response.

Misdiagnosis

The incorrect identification of a disease or condition, leading to inappropriate treatment or management.

Pertinent Information

denotes relevant or applicable data and facts directly related to a specific matter or situation.