As Pete was gathering information about his prospect's organization, he discovered that a highly respected technician in the prospect's manufacturing department strongly opposed doing business with Pete's company. The technician would be referred to as for Pete and his company. a gatekeeper an influential adversary the negative filter a prospective hurdle Question 12 2.5pts Veronica is a new salesperson at an insurance company. Her primary task is to locate potential buyers of insurance products in a particular area. Veronica's activity is known as prospecting. feature dumping. forecasting. cross-selling. When planning for a sales call, one of the criteria for setting effective call objectives is making sure they are specific. This means the call objectives should Provide a concise plan on how to describe all the features of the product or service during the presentation. Contain concentrated points from each member of the sales team involved in managing that account. Precisely state what the salesperson hopes to accomplish, what the objective targets are, and other details. Clearly state everything the salesperson plans to say in the presentation, word for word if necessary. Question 14 2.5pts In the context of sales presentations, the process of asking questions to know the pulse of the situation throughout the sales presentation is known as sales puffery. seeding. style flex. trial close