Rupert, a salesperson for an agricultural equipment manufacturing company, makes a sales presentatioe for one of his prospects. Halfway through the sales presentation, while Rupert is still discussing the beacfits of a particular tool, the prospect picks up the fool and begins to study it intently The prospect looks at it from different angles and iests its weight. In this case, Rupent should take this nonverbal act of the prospect as a red light signal direct commitment confirmed benefit commitment signal trial commitment Just before moving into the securing commitment and closing stage of the selling process, a salesperson should: summarize the confirmed benefits of greatest interest to the customer. remind the customer of his or her concerns. use the opinion of a third person to help reinforce the salesperson's sales points. review all benefits of the product with the customer. listen to the customer's objections. A benefit of sales resistance is that: it indicates that a prospect is involved in the selling process. it helps a company reduce its sales targets. it strengthens a company or a selling organization against its competitors. it shifts the blame from a salesperson to a buyer if the former fails to make a sale. it helps a company speed up the selling process. Which of the following is true of the perception that people had about sales resistance in the earlier times? It was believed to be advantageous for a salesperson's skill development. It was seen as something that could speed up the selling process. It was believed to be a result of a salesperson not doing a good job explaining a product. It was seen as something that was initiated by a customer for his or her own selfish reasons. It was viewed as an opportunity to sell