What Should a Professional Salesperson Be Able to Do to Improve

question 14

Multiple Choice

What should a professional salesperson be able to do to improve his/her sales performance?

• A) ask questions to gather information
• B) recognize how the benefits of the product satisfy the customer's need(s)
• C) establish a balanced dialogue with customers
• D) use a benefit summary and action plan requiring commitment when closing
• E) all of these choices are correct

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Definitions:

Waiting Line

A waiting line, or queue, is a sequence of people or items awaiting service or processing in various settings, such as in banks, shops, or production systems.

Discrete Probability

The mathematical study of probability where the outcome is determined from a set of distinct, separate values.

Queuing Theory

A body of knowledge about waiting lines.

Little's Law

A principle in queuing theory stating that the long-term average number of customers in a stable system L is equal to the long-term average effective arrival rate, λ, multiplied by the average time a customer spends in the system, W (L = λW).