In a Discussion About Sales Resistance with His Sales Manager

question 34

Multiple Choice

In a discussion about sales resistance with his sales manager, Imad has determined that some of his prospects object because they do not want to change the present way of doing business. 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

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Definitions:

Learning Theory

A framework that describes how individuals absorb, process, and retain knowledge or skills through experience, study, or teaching.

Articles and Prepositions

Words used in language to specify grammatical relationships, with articles defining specificity (a, an, the) and prepositions indicating relationships in space and time (in, on, at).

Syntax

The set of rules, principles, and processes that govern the structure of sentences in a given language, especially in terms of word order and punctuation.

Telegraphic Speech

A stage of language development in young children in which they use two-word sentences with high-content words, omitting smaller, less important ones.