Question 8 (1 point) Saved Integrating visuals into communication offers several benefits to salespeople. Which of the following is NOT one of the benefits we discussed in cass? Creates desire Conveys quality Enhances the T-Account closing method Handles objections Question 10 (1 point) Saved Why do salespeople fail to close? The three most common reasons that we cited are: they don't ask, the sales process has not been completed, and: there is no trust between the buyer and seller, A Ineffective closing method they waste too much time asking questions, the buyer feels that the salesperson does not respect him/her a You were presented with 4 different buyer styles (based on social styles) in this course and learned how to adapt to each. If you want to be successful in selling to an Amlable you Build a good social relationship, Close early close otten. Present assertively Ask for his/her personal opinions Present a lot of facts Question 13 (1 point) Saved Based on the article "When does a gift become a bribe?" which of the following are two of the recommendations from the author when attempting gift giving with a new client in a new market Give the gift at the outset of the first meeting and keep it within $100-$200. Uncover the client's ethical behavior through pre-call research and other staff within the buying organization, Start with a nominal gift and learn the implicit rules gradually Only give the gift if they purchase from you and imply there will be more valuable gifts for additional purchases. Establish a corporate code of ethics of gift-giving practices and include that you presentation, quez porn) EU There are many types of videos that sales organizations now utilize in selling and we identified 4 of these in this course. What is the common term for videos of satisfied customers discussing their experiences that the organization may post to their website or email to skeptical prospects? Proof videos Testimonials Tutorials Objection handlers Selfies LIW MU You were also presented with four ethical decision making models. One model, which uses Google to evaluate ethical behaviour, is represented by the acronym C.R.M.G. L.M.A.O. W.W.I.G. A.B.B.A W.W.G.D. 13 A.B.B.A. WW.G.D. Question 24 (1 point) Sovid In watching the Dan Pink video, you evaluated his methods of persuasive communication in a presentation. Which of the following is one of the methods we identified? Use logical, evidence-based arguments: Integrate videos rather than still images Keep the same pace of speech . ol We discussed several situations that make sales presentation more challenging. One common situation is when the client is distracted and not giving you their full attention The solution presented in class is to: Ask fewer questions Use PowerPoint Ask better questions Ask for another meeting time Threaten to leave Which of the following is the best advice when asking questions to an Analytical? Get feedback about how they are feeling Ask for personal opinions. Ask logic questions Ask for the order early and often Ask with enthusiasm
