16. The client seems impressed that Alison really wants tounderstand his organization's needs. This labor-intensive approachis associated with what drawback, according to the text?

It is the least accountable way to communicate withprospects.

It is the least creative way to communicate with prospects.

It is the least effective way to communicate with prospects.

It is the most costly way to communicate with prospects.

It is the least enjoyable way to communicate with prospects.

17. Alison estimates that she spends how much of her work timewith customers?

25%

50%

90%

10%

75%

18. The sales management process does not include ______ thesales force.

organizing

recruiting

compensating

training

motivating