Kerry Encounters Far More Objections at the Point in a Sales

question 18

Multiple Choice

Kerry encounters far more objections at the point in a sales call when he actually attempts to gain buyer commitment than at any other time. This pattern suggests he:

• A)needs to learn some better closing techniques.
• B)may be omitting significant selling points in his presentation.
• C)is asking too many questions during the presentation.
• D)is doing a good job, since this is a normal pattern.
• E)is creating an excessive level of interest in new prospects.

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Definitions:

Storming

A stage in group development characterized by conflict and competition as team members work to establish norms and structures.

Therapeutic

Relating to the healing of disease or maintenance of health, often used in the context of treatments, interventions, or environments designed to promote well-being.

Professional

Relating to a job that requires specialized knowledge and often intensive academic education.

Educational

Related to the process of teaching and learning, aimed at developing knowledge, skills, values, and attitudes.