The needs of the prospect have to be confirmed during the approach itself.
Answer the following statement true (T) or false (F)
True
By confirming the needs of the prospect in the approach, the salesperson improves the chances of closing the sale.
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The local homeless shelter is expecting to host its largest Thanksgiving dinner this year and has doubled its order for fresh, whole grain bread from the bakery that always supplies it. The bakery has run low on whole grain flour, however, so places a rush order with its main supplier. For the homeless shelter, the buying situation is a(n) ________ and for the bakery it is a(n) ________.
A. modified rebuy; new buy B. modified rebuy; straight rebuy C. new buy; modified rebuy D. modified rebuy; adapted buy E. adjusted rebuy; straight rebuy
Sarah has already made a brief call on the prospect. Which of the following objectives has she most likely achieved?
A) developed trust and presented solutions B) established rapport and asked basic needs discovery questions C) asked basic needs discovery questions and negotiated pricing D) negotiated pricing and closed the sale E) closed the sale and agreed on shipping terms
The term autonomous transaction refers to additional instructions for the PL/SQL compiler to use during program unit compilation.
Answer the following statement true (T) or false (F)
Which of the following is the first step in the process of determining an internal job structure?
A. assessing value B. job evaluation C. job analysis D. determining compensable factors E. factor weighting