The Salesperson Has Noticed That Customers Do Not Buy When

question 9

Multiple Choice

The salesperson has noticed that customers do not buy when she expects them to,and seem to want more stages of information-gathering and less time for the actual purchase than her sales manager trained her in.She approaches her sales manager about this and together they decide to:

• A)focus more on presenting the benefits of the product to the prospect
• B)ask for the close immediately after presenting the benefits to the prospect
• C)study the customer's buying process to align their selling process to it more closely
• D)spend more time building rapport with the customer initially
• E)rework the presentation script to focus more on emotion

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Definitions:

Motion In Limine

A legal motion filed by a party asking the court to limit or prevent certain evidence from being presented during the trial.

Directed Verdict

A ruling by a judge in a jury trial, typically taking place before the jury deliberates, concluding that no reasonable jury could reach a different conclusion and therefore a verdict is directed without jury consideration.

Judgment As A Matter Of Law

A legal ruling by a judge, typically during a trial, stating that no reasonable jury could find for the other side based on the factual evidence presented.

Pretrial Conference

A meeting between the parties involved in a legal case and a judge to discuss the details of the trial, settle procedural matters, and sometimes resolve the case without a trial.