Why should salespeople welcome sales objections?
What will be an ideal response?
Sales objections must be welcomed because they show the prospect is interested and help determine what stage the prospect has reached in the buying cycle-attention, interest, desire, conviction, or action.
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With reference to the account planning matrix, for an account, allocating moderate level of sales resources to maintain current advantage is the best strategy for the account when the:
A) account potential is high and the competitive advantage is strong. B) account potential is low and the competitive advantage is strong. C) account potential is high and the competitive advantage is weak. D) account potential is low and the competitive advantage is weak.
If prepaid expenses increased for the year, cash paid during the period exceeded the expense reported on the income statement
Indicate whether the statement is true or false
What technique involves group members stimulating each other to come up with new or improved ideas?
a. development strategies b. interpersonal strategies c. relationship-seeking strategies d. habit-breaking strategies
In order to fit well with the existing team, a hiring manager needs to find a candidate who is agreeable. That means the manager is looking for someone who is
A. sociable, active, and excitable. B. amiable, generous, cooperative, and flexible. C. secure, independent, and autonomous. D. dependable and organized.