Question 1 (5 points)

B2B buying process are more formal rules and guidelines involved.

Question 1 options:

	True
	False

Question 2 (5 points)

After getting the Prospect's "no" we take this absolute refusal.

Question 2 options:

	True
	False

Question 3 (5 points)

After asking for the order..

Question 3 options:

	talk about the futures of the product
	be silent
	none of them
	talk about the benefits of product

Question 4 (5 points)

Active listening tries to understand other people point of view.

Question 4 options:

	True
	False

Question 5 (5 points)

Saved

An intuitor buyer is a future oriented person.

Question 5 options:

	True
	False

Question 6 (5 points)

Factors that distort communication between buyer and seller are called.

Question 6 options:

	none of them
	Disturbing
	Noise
	voice

Question 7 (5 points)

Which one is a proof statement in presentations?

Question 7 options:

	Customer Testimonials
	All of them
	independent research results
	Past sales history

Question 8 (5 points)

Buying signals can be different depending on the prospect.

Question 8 options:

	True
	False

Question 9 (5 points)

If we are using charts interpretation also should be below the chart.

Question 9 options:

	True
	False

Question 10 (5 points)

"After all of this information, is there any area I can answer or we can we move forward with the purchase order" is ....

Question 10 options:

	Technology close
	Negotiations close
	direct close
	question close

Question 11 (5 points)

We usually refer the competitors product and price, as we are in the same market.

Question 11 options:

	True
	False

Question 12 (5 points)

We have three closing techniques can be used in any sales closing situations.

Question 12 options:

	True
	False

Question 13 (5 points)

Would you go Samsung A 51 or A 71 would be a ...

Question 13 options:

	None of them
	Technology cloase
	Alternative close
	Negotiations close

Question 14 (5 points)

Sales people can fail because lack of self confidence.

Question 14 options:

	True
	False

Question 15 (5 points)

Continuous YES close works any prospects, and commonly used.

Question 15 options:

	True
	False

Question 16 (5 points)

Closing approach should no be "pushy".

Question 16 options:

	True
	False

Question 17 (5 points)

if objections or questions arise, what phase of the prospect's mental steps is the buyer probably in?

Question 17 options:

	Conviction
	Attention
	Interest
	Desire

Question 18 (5 points)

In FAB techniques, we usually include numbers in A.

Question 18 options:

	True
	False

Question 19 (5 points)

Negotiations close is based on win win situation.

Question 19 options:

	True
	False

Question 20 (5 points)

Senser people are people oriented.

Question 20 options:

	True
	False