Kerry Encounters Far More Objections at the Point in a Sales

question 1

Multiple Choice

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

• A) should focus on providing better after-sale services.
• B) may be omitting significant selling points in her 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:

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A cognitive model that represents mental phenomena using a network of interconnected nodes or units, resembling the neural networks found in the human brain.

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