ESTION 24 When prospects participate in a sales presentation, they most likely: bond with the salesperson ask more summative questions understand the product better use more nonverbal communication talk more often than the salesperson QUESTION 25 Which of the following is recommended when using suggestion selling? Don't waste time suggesting low-profit items. Don't hesitate to make suggestions before closing the sale. Don't make suggestions until you have first satisfied the customer's primary need. Show the suggested item only if the customer seems interested and profit margins are high. Suggestion selling should be used to generate half again as much revenue as the primary product does. QUESTION 26 Which type of sales presentation would most likely occur after a sale to ensure that current customers are aware of a firm's services and additional proc offerings? O persuasive O reminder Informative Interactive canned Click Save and Submit to save and submit. Click Save All Answers to save all answers. QUESTION 21 "The certificate of deposit represents a safe investment, but you may want to examine some options that will give you a better return on ya Completion of our Financial Planning Profile questionnaire can help us identify investment options." These statements are most likely an ex approach observation question survey method combination QUESTION 22 A sales presentation that emphasizes factual information often taken from technical reports, company prepared sales literature, or written testimo persons who have used the product is known as an). technical presentation probing Informative persuasive reminder QUESTION 23 A closing clue can be described as a(n): Indication that the customer is undecided about the buying decision Indication you should speed up the sales presentation verbal or nonverbal form of feedback from the customer Indication that the prospect fully understands the merits of your product request from the customer for more information QUESTION 18 Difficulties closing the sale are most likely to arise when: the salesperson is not strategically prepared for the close the "magic moment" has elapsed before the close has been attempted verbal and nonverbal clues contradict each other the customer responds positively to the trial close the salesperson has too much confidence in the close QUESTION 19 During a sales presentation, successful salespeople are most likely prepared to: stick to a standard script meet a wide range of buyer responses conduct a one-way presentation to the buyer limit the number of questions asked by prospects identify the same problems for each different prospect QUESTION 20 Which term refers to a communication process by which you motivate someone else to voluntarily do something you'd like them to do? O persuasion rhetoric articulation negotiation O enunciation