Question 16 4 pts When responding to a buyer's objection, a salesperson should: O hand the buyer a testimonial or other visual aid refuting that point as soon as you recognize the objection o take that lull in your presentation as time to make sure the rest of your presentation notes are organized. raise your hand and stop the buyer's objection as soon as you recognize it. o listen intently as though you have never heard that objection before and that it is very relvant. O do none of the above. Question 17 4 pts How should use handle the sales process with an "analytical/order" individual? o Why is it on the test? Take minimal risks, move very slowly, make small incremental commitments, and provide a lot of details and specifications, O Show tangible results, move a moderate pace, and allow the customer to take the credit for all of the improvements. Cover the major issues, move rapidly, show progress, and allow the customer to maintain control. o I don't think this question is relevant to my long-term success