Because Brenda does not have adequate precall information about her prospect, she may find herself in an embarrassing situation when she makes her sales call True False Although you are aware that your prospect is married and has two young children, this information will be of no value to you since you are trying to sell machine tools to the prospect's firm True False The most important step in planning a sales call is to set objectives for the call. True False If you don't know the basics about the prospect's firm, they will usually be glad to help you. Having multiple sales objectives can reduce salespeople's fear of failure. True False Seeding is sending prospects important and useful information prior to the meeting. True False When making a sales call, because each customer will be different, the salesperson should make the customer adapt to their sales style. True False Being on time, securing a buyer's interest, and building rapport suggests the salesperson has impression management skills. True False If Allen makes a poor first impression when he meets a new buyer, he may never overcome the damage that impression causes. True False John introduces himself and quickly mentions the name of a friend of the prospect. John is using the referral opening. True False Once Veronica develops an opening that works for her, she should stick with it rather than try other openings. True False When Mike tells Ruth she can save at least $25 per month by changing her long distance service to BellSouth, he is using the benefit opening. True False