To be viewed as a professional salesperson and to be respected by your customers and competitors, you should do everything except:

Multiple Choice

• speak negatively about your company or competitors when it is necessary.
• keep customer information confidential.
• be active in community affairs and help better your community.
• be truthful and follow through on what you tell your customers.

John works as a salesperson for a water purifier manufacturing firm. When John was explaining the features of the product to one of his prospects, the prospect raised an objection regarding the high price of the product compared to a similar product in the market, with the same features. John fumbled with his response, and the sales failed. During which of the following steps in the selling process was the objection raised?

Multiple Choice

• Prospecting
• Presentation
• Approach
• Trial close

Which of the following should be on a salespersons checklist according to B.J Hughes?

Multiple Choice

Criticize competitors every chance you get.

Never ask for business on the first call.

Leave a calling card if a customer is not in.

Bluff temporarily, you can always check later for the truth.