In a Sales Training Program,the Purpose of a Difficulty Analysis

question 14

Multiple Choice

In a sales training program,the purpose of a difficulty analysis is to:

• A)Take the place of a job description.
• B)Explain to the trainees how tough the job of selling is.
• C)Determine what difficulties are likely to be encountered in the field.
• D)Evaluate the trainees' progress in the program.
• E)Help the new reps adjust to their new surroundings.

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Definitions:

Calculate Cost

A process involving the assessment of financial expenditures required to produce a product or service.

Buyer

An individual or organization that makes a purchase of goods or services.

Direct Denial

A straightforward rejection or contradiction in response to a statement or request.

Indirect Denial

A method of responding to customer objections by addressing concerns without directly contradicting or negating the customer’s statement.