QUESTION 18 Which statement below best supports Daniel Pink's view that "We're all in sales now"? a. We need to have effective powers of persuasion to be successful in interviewing for new opportunities b. We all need to be able to sell how valuable we are to an organization to keep our jobs and get ahead c. Eighty-five percent of workers will hold a sales job at some point in their career Od. While not strictly sales people many of us have roles that require convincing people to exchange something of value for an offer we are making QUESTION 19 Which of the following is not a situation calling for a Red Flag? O a your prospective customer has never purchased anything from your competitor b. Critical information about a prospect's needs is missing or unclear O c. There are new, or as yet un contacted key Buying Influences d Your prospective customer's organization has just announced ahrrajor reorganization QUESTION 20 When practicing Attunement which one attitude or activity fits best? O a Using your "best friend" voice in each sales presentation b Asking hopeful questions of yourself about how to be of help oc. Creating a strategic map of how various buyers are related to each other Od Burrowing into a customer's operation to identify unknown problems QUESTION 21 When rating a Buying Influence's receptivity to our sales proposals we use which of the following scales? a Overrated - Fairly Rated - Underrated Ob Disinterested - Interested - Receptive - Ready2Buy c. Cold Lead - Warm Lead - Hot Lead Od Antagonistic - Negative - Interested - Enthusiastic QUESTION 22 Identify the most challenging Buyer Response Mode that a sales rep has to deal with O a Buyer perceives Trouble Ob Buyer percelves Growth c Buyer is Even Keel od Buyer is Overconfident