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QUESTION 23 Select the one TRUE statement below about Economic Buying Influences a. This buyer type has veto power and can say NO when everyone else says YES O b. Every organization has one and only one Economic Buying Influence c. There can be several of them involved in deciding on a Single Sales Objective Od. This buyer type is easy to identify and is very approachable QUESTION 24 Select ALL the characteristics below that pertain specifically to Ambiverts a. Processes thoughts while talking O b. Energized by external stimulation - people, environment, activity Bc. Skilled at communication - senses when to listen or talk d. Moderate in mood - not overly expressive or reserved Il e. Motivated by external recognition, rewards and feedback of Socially flexible - comfortable with people or alone QUESTION 25 In the boek To Sell is human, the author argues that.. Da There are fewer professional sales people due to recent economic downturns ob Selling roles have increased due to expansion of the healthcare and education sectors Selling is less important than it used to be due to information asymmetry d. There are more sales professionals because selling is less complicated than it used to be QUESTION 26 Match the New ABCs below with the most appropriate characteristic. Attunement a. Positivity Buoyancy b. Problem-finding Clarity c. Asymmetrical d. Perspective-taking QUESTION 27 When trying to reach and persuade the Economic Buying Influence which item below is not one of the three most common challenges? aIt would be a violation of customer's compliance rules b Encountering difficulty identifying the right individual O c. Sales rep lacks the confidence to approach a senior business leader O d. Encountering difficulty in dealing with blockers