In a Discussion About Sales Resistance with Her Sales Manager

question 29

Multiple Choice

In a discussion about sales resistance with her sales manager, Morgan has determined that some of her prospects object because they lack information on the new product. Which strategy should she 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) show evidence that sparks the prospect's interest
• D) make a sales presentation that clearly communicates a better solution to the buyer's problem

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Definitions:

Attribution Theory

A psychological theory focused on how people explain their own and others' behaviors, attributing causes to either internal dispositions or external situations.

Satisfied Individuals

Persons who experience fulfillment or contentment in aspects of their life or work.

Flaws

Imperfections, faults, or weaknesses that detract from perfection and can affect performance or function.

Culture

The set of shared attitudes, values, goals, and practices that characterizes an institution, organization, or group.