Terrence Sells Office Equipment and Is Asked by a Prospect,"How

question 18

Multiple Choice

Terrence sells office equipment and is asked by a prospect,"How does your product compare to the one I'm currently using?" To prepare for this question,Terrence should have:

• A) planned a trial close.
• B) examined the competition's ads.
• C) checked his firm's code of ethics.
• D) practiced question-avoidance techniques.
• E) talked to former employees of his competitors.

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Definitions:

Yes Or No

A type of question or decision that requires a simple affirmative or negative response.

Misdiagnosis

The incorrect identification of a disease or condition, leading to inappropriate treatment or management.

Pertinent Information

denotes relevant or applicable data and facts directly related to a specific matter or situation.

Responsible

Being accountable or liable for something within one's power, control, or management.