Question 10 When John leans forward toward Mary, his client, in order to make a crucial point in his sales presentation, Mary leans back and folds her arms, thereby indicating most likely Not yet answered Points out of 1.00 Select one: That she wants to hear more, but John is speaking too softly P Flag question Nothing of any significance Her positive receptivity to what John is saying That she is personally attracted to John . Her discomfort with John's having invaded her personal space Question 11 According to the relationship model of selling, where should professional salespeople spend most of their time? Not yet answered Points out of Select one: 1.00 In negotiation P Flag question Presenting the product options Probing and handling objections Attempting to close and gain commitment In building rapport and need discovery Question 12 Not yet If the needs discovery phase of the interview reveals several problems that concern the prospect, then answered Points out of Select one: 1.00 P Flag question The salesperson should seek to establish an atmosphere of trust in which a customer can gain confidence in the salesperson's integrity and ability. The salesperson is solely responsible for determining the priority ranking of the problems The salesperson must develop immediate solutions for at least one of the problems before continuing more needs discovery The salesperson should demand that the prospect choose the problem that should be addressed first The least significant problem should be addressed first just to get it out of the way Question 13 Not yet With regard to nonverbal communication and body language as explained by Kevin Hogan (video), what is "The Box"? answered Points out of 1.00 Select one: P Flag question an area of 10 square feet in which an effective body proximity is achieved between two persons an area between the top of one's head and one's waist in which one should not cross arms or clasp hands, but should keep open to express vulnerability and transparency an area which determines how far forward and how far back one should sit/lean in relationship to the person one is facing an area wide between one's shoulders and high between one's forehead and chin in which all eye contact should be maintained 80% of the time an area between one's shoulders and one's neck and waist in which one should keep hands and gestures when speaking one-on-one with a prospect or customer Question 14 Not yet Where on the course site can you find the document that contains all the instructions you need to complete your sales project, including what is due in each installment, the deadlines for each installment and specific directions for each section? answered Points out of 1.00 P Flag question Select one: in the Role Play Resources book in the Progressive Sales Project Block of our course site in your Team Headquarters area on our course site in the Course Syllabus and Resources block of our course site in the Project Guidelines and Mentor Search Resources book of our course site in the last section of the Course Syllabus Question 10 When John leans forward toward Mary, his client, in order to make a crucial point in his sales presentation, Mary leans back and folds her arms, thereby indicating most likely Not yet answered Points out of 1.00 Select one: That she wants to hear more, but John is speaking too softly P Flag question Nothing of any significance Her positive receptivity to what John is saying That she is personally attracted to John . Her discomfort with John's having invaded her personal space Question 11 According to the relationship model of selling, where should professional salespeople spend most of their time? Not yet answered Points out of Select one: 1.00 In negotiation P Flag question Presenting the product options Probing and handling objections Attempting to close and gain commitment In building rapport and need discovery Question 12 Not yet If the needs discovery phase of the interview reveals several problems that concern the prospect, then answered Points out of Select one: 1.00 P Flag question The salesperson should seek to establish an atmosphere of trust in which a customer can gain confidence in the salesperson's integrity and ability. The salesperson is solely responsible for determining the priority ranking of the problems The salesperson must develop immediate solutions for at least one of the problems before continuing more needs discovery The salesperson should demand that the prospect choose the problem that should be addressed first The least significant problem should be addressed first just to get it out of the way Question 13 Not yet With regard to nonverbal communication and body language as explained by Kevin Hogan (video), what is "The Box"? answered Points out of 1.00 Select one: P Flag question an area of 10 square feet in which an effective body proximity is achieved between two persons an area between the top of one's head and one's waist in which one should not cross arms or clasp hands, but should keep open to express vulnerability and transparency an area which determines how far forward and how far back one should sit/lean in relationship to the person one is facing an area wide between one's shoulders and high between one's forehead and chin in which all eye contact should be maintained 80% of the time an area between one's shoulders and one's neck and waist in which one should keep hands and gestures when speaking one-on-one with a prospect or customer Question 14 Not yet Where on the course site can you find the document that contains all the instructions you need to complete your sales project, including what is due in each installment, the deadlines for each installment and specific directions for each section? answered Points out of 1.00 P Flag question Select one: in the Role Play Resources book in the Progressive Sales Project Block of our course site in your Team Headquarters area on our course site in the Course Syllabus and Resources block of our course site in the Project Guidelines and Mentor Search Resources book of our course site in the last section of the Course Syllabus