Question Completion Status: QUESTION 9 5 A salesperson for KLN Machines, Steve, began his meeting with a prospect by saying "I noticed that you have a collection of antique thermometers in your outer office. My father has been collecting soda pop thermometers for almost fifteen years. What got you interested in collecting them? In this scenario, Steve was trying to: Oa, describe his product's features in detail to his prospect Ob.establish rapport with the prospect by talking of a common interest. Oc. examine the prospect's needs through some closed questions. Od. establish whether the prospect has the buying potential for his goods. QUESTION 10 5P Prospecting primarily involves a handling objections Ob.closing the sale Oc. searching for and qualifying potential customers d. pre-approaching prospects QUESTION 11 5 pa At what point in the selling process might the prospect raise objections? a. When a salesperson is trying to get an initial appointment with the prospect Ob. During the sales presentation c. When a salesperson is in the approach stage of the selling process Question Completion Status: QUESTION 9 5 A salesperson for KLN Machines, Steve, began his meeting with a prospect by saying "I noticed that you have a collection of antique thermometers in your outer office. My father has been collecting soda pop thermometers for almost fifteen years. What got you interested in collecting them? In this scenario, Steve was trying to: Oa, describe his product's features in detail to his prospect Ob.establish rapport with the prospect by talking of a common interest. Oc. examine the prospect's needs through some closed questions. Od. establish whether the prospect has the buying potential for his goods. QUESTION 10 5P Prospecting primarily involves a handling objections Ob.closing the sale Oc. searching for and qualifying potential customers d. pre-approaching prospects QUESTION 11 5 pa At what point in the selling process might the prospect raise objections? a. When a salesperson is trying to get an initial appointment with the prospect Ob. During the sales presentation c. When a salesperson is in the approach stage of the selling process