You Are an Experienced and Very Successful Sales Rep for a Major

question 194

Multiple Choice

You are an experienced and very successful sales rep for a major consumer products company. You are having lunch with a group of newly hired sales reps who just got their assigned sales territories. This is a very ambitious group of new hires, which is evidenced by the fact that they offered to buy you lunch if you would let them pick your brain about successful sales tactics.
Which of the following personal selling success tips will you share with the new hires?

• A) Don't waste your time building a database of potential prospects.
• B) Start selling as soon as you meet the prospect for the first time.
• C) Don't waste too much time on your sales presentation because it is not really important.
• D) Be thorough in your preapproach by doing your homework on your prospects.
• E) Never try using a "trial close."

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Definitions:

Sensory Adaptation

The process by which sensory receptors become less sensitive to constant stimuli, allowing organisms to focus on changes in their environment.

Fire Alarm

A device designed to detect fire or smoke and emit a loud warning sound to alert occupants of potential danger.

Cold Temperature

Refers to lower temperatures that can be naturally occurring or artificially created, often perceived as uncomfortable or requiring physiological adaptation by organisms.

Sensory Adaptation

The process by which sensory receptors become less sensitive over time when exposed to constant stimuli.