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When visiting a retail store to buy a winter boot, the retail salesperson asked John, "May I help you find a particular style?" This is an example of a question. * Redirect Direct Non-directive Rephrasing Direct Negative-No The salesperson says, "Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a close. negotiation continuous-yes summary-of-benefits T-account O technology Rob Stewart sells metal gazebos. He approaches a large retail chain of home improvement stores. He decides beforehand to sell 10 pieces to their regional procurement manager. In terms of the acronym "SMART", his primary objective is to: have a targeted rate of return be specific put customer service first maximize the customer's order. relate to the present and future needs of the customer. You are working at your part-time job in a hardware store near a campus. A customer in the paint department complains that the new tops on the paint thinner seem hard to remove. You reply. "Yes, they are. They're designed that way so that children can't get into the thinner." You have just used the technique Boomerang Compensation Pass Up Direct Denial Forestalling Morgan, a book salesperson approaches a prospect with the following words, "Hello, Dr. May-your colleague John Falk suggested I contact you concerning our new accounting workbooks." What type of approach is Morgan using?* Introductory Referral Premium Complimentary Product A salesperson has asked a prospect to buy three cases of Easter candy and the prospect responds with a stalling objection. The salesperson should then:* present the benefits of purchasing now. close again and test the reaction. use a trial close. agree and leave. restart the presentation One of the topics that a salesperson should discuss in the business proposition segment of a sales presentation for a reseller, is? * Demonstrations Guarantees Maintenance/service Value analysis Discounts