Part-1. Concept Check Question-1 [10 Marks] Please answer following questions very briefly in few words. Q.1 (a) The deli owner asked the salesperson for Zero Zone merchandise display cabinets to come back next week. The owner claimed to be too busy to make a decision this week. At that point the Zero Zone salesperson asked the deli owner to predict the likelihood that he would buy next week. What type of a close was the Zero Zone salesperson using? (b) A very effective technique to achieve harmony with your prospect; you empathize with them by agreeing with their objection, legitimize the objection by telling your prospect that other people actually thought the same thing, then solve the issue by explaining to your prospect that the others realized their concerns were unfounded (c) "Thank you, Ms. Kwan for the camera order. By the way, were you aware that we offer first time purchasers like yourself a 40% discount on film ordered with the camera?". This is an example of what kind of selling? (d) During her presentation, Jane asked John, "How do you like our 24- hour technical support line? This statement is an example of what kind of close? (e) While you are discussing the energy efficiency of your company's golf carts with a prospect, she questions whether your carts are heavier than the competition's. You had not even planned to discuss the golf cart's weight. What should you do about this objection? Concept Check Question-2 [10 Marks] Please answer following questions very briefly in few words. Q.2 (a) Which is the worst type of objection that salespeople face? (b) The Interface carpet salesperson knew his prospect would be skeptical about whether a carpet made from corn could be as soft and pliable as a