just the answer key without the explanation

Thomas works as an insurance agent. Before meeting his prospects, he calls them up. He always mentions the names of the people who gave him the reference, and then provides details of the insurance scheme. He also asks his prospects for references of other people who would be interested in insurance plans. This is a case of asking for referrals at the _____ stage of the selling process.

presentation

pre-approach

service and follow-up

delivery

Which of the following defines a type of presentation in which the salesperson does 80 to 90 percent of the talking, focusing on the product and its benefits rather than attempting to determine the prospect's needs?

Memorized presentation.

Formula presentation.

Interactive need-satisfaction presentation.

Problem-solution presentation.

Which of the following is the key question a salesperson should ask to determine an ideal prospect?

Do they have particular political leanings?

What characteristics do most of my existing customers share?

Where am I most likely to find the greatest number of people or companies who fit my prospect profile?

What kind of budget do they have?

In the following call reluctance type the sales person is constantly worried and wont take any risks:

Doomsayer sales call reluctance

Telephobia sales call reluctance

Stage fright sales call reluctance

Role rejection call reluctance

Which of the following is a frequently updated personal journal that is published using the Internet, and is intended for people to read?

Blog

Podcast

Electronic mail

RSS feed