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

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Definitions:

Sweepstakes

A promotional strategy that involves giving away prizes to randomly selected participants, often used to attract attention or gather consumer data.

Viral Marketing

A marketing technique that uses social networks to increase brand awareness or achieve other marketing objectives through a self-replicating viral process, akin to the spread of viruses.

Embed a Message

To incorporate a message within another medium so that it is seamlessly integrated and possibly subconscious to the receiver.

Product or Service

Any item or activity offered by a company to fulfill a need or desire of consumers, including tangible goods or intangible experiences.