Which of the Following Statements About Using the Telephone for Territory

question 91

Multiple Choice

Which of the following statements about using the telephone for territory coverage is most likely TRUE?

• A) The telephone is inappropriate for handling complaints.
• B) Prospecting over the telephone is ineffective and time consuming.
• C) Large accounts should primarily be handled and serviced by telephone.
• D) Phone calls can replace some personal visits to geographically distant accounts.
• E) Telephone sales have replaced personal selling efforts because of time and cost savings.

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Definitions:

Sales Presentations

Structured and often persuasive presentations aiming to convince potential buyers to purchase a product or service.

Compliment Close

A sales technique where the seller compliments the potential buyer in a genuine manner to create a positive end to a sales interaction, hoping to secure the sale.

Assumptive Close

A sales technique where the seller assumes that the customer has already decided to purchase and moves straight to the closing phase.

Closing Technique

A sales strategy or method employed to persuade a customer to make a purchase or commit to an action, effectively finalizing the deal.