1) The starting point for need discovery is developing a________.

A.

listening attitude

B.

sales plan presentation

C.

cooperative attitude

D.

customer relationship

E.

customer focus attitude

2)Use ________ to control the flow of information and draw out the customer.

A.

product demonstrations

B.

silence

C.

graphs and charts

D.

questions about the prospect's personal life

3)Consultative selling is a very customer-centric form of selling that creates ________.

A.

product-oriented efficiencies

B.

value for the sales team only

C.

value for the customer and the firm

D.

a one-of-a-kind sale

E.

larger margin sales

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