QUESTION 50 Confirmation questions are most likely intended to reveal: mutual understanding O pain and implications O problems and situations negotiation capabilities pleasure satisfaction QUESTION 51 Practicing an approach before making initial contact is most likely beneficial because: O optimism is crucial to successful selling efforts o rehearsal reduces the chances of making a mistake O practicing ensures that transactional sales are profitable O anxiety is normal for both new and experienced salespeople o developing a deeper commitment to sales goals is important QUESTION 52 Active listening involves: Indicating that you are paying attention to the speaker by giving verbal and nonverbal feedback saying "yes" and "I hear you" in response to the speaker nodding your head in rapid succession to indicate agreement with the speaker agreeing with what the speaker is telling you thinking of follow-up questions while the speaker is talking QUESTION 47 Ain) presentation is used by salespeople to ensure that current customers maintain an ongoing awareness and familiarity with a product. technical probing informative O persuasive reminder QUESTION 48 The effort to sell better-quality products is called: upselling cross-selling o full-line selling logrolling leveraging QUESTION 49 The best action to take to resolve a customer complaint is to: schedule a meeting with the customer O pacify the customer by listening exceed customer expectations o provide the customer with training encourage the customer to join a loyalty program QUESTION 44 Which of the following most likely occurs during the need discovery stage of the consultative sales process? matching benefits with product offerings conducting product configurations modifying a product solution establishing buying motives conducting a sales presentation QUESTION 45 The "feel-felt-found" method is used in conjunction with which of the following? indirect denial direct denial trial offer superior benefit demonstration QUESTION 46 Which stage of the consultative sales process most likely increases a salesperson's opportunities to build repeat business? need discovery solution selection need satisfaction sale servicing approach