Question 19 (1 point) 3 I We explored the concept of strategic selling which requires a complex process with several components. However, we reinforced that at the core of strategic selling all planning and decision making is centred on: Online channels 9 Profit Expenses The customer 2 13 Objectives Question 20 (1 point) (? o 3 Question 18 (1 point) Other than bribing, we discussed several ethical considerations for salespeople when dealing with customers. The term that we use in marketing which is equivalent to 'not telling the truth' is: 6 Embellishment 9 Unreputationing Indiscretion N Misrepresentation 12 13 Discrimination Question 19 (1 point) CH a 3 Question 17 (1 point) The article on 'sales intelligence' described the criteria for getting actionable, real- time insights on the prospects and customers. Which of the following is one of the 3 criteria for gathering sales intelligence, according to this article? 6 9 Identify the cultural background of each prospect Once the intelligence leads to a sale then it can be integrated into a CRM system Organize data based primarily on personality style Use a variety of sources 2 13 Only evaluate in-person buying signals Question 18 (1 point) a Question 16 (1 point) 3 It was recommended that you test the logic of your presentation by asking two questions: "Would I buy from me?" and 6 Does this follow all the steps in the sales process? How does this achieve all the objectives? 8 9 How does this make me feel? Does this make sense? What would Google do? 12 13 Question 17 (1 point) The article on 'sales intelligence' described the criteria for getting actionable, real- time insights on the prospects and customers. Which of the following is one of the 3 Singn: Attempt 1 Question 15 (1 point) 2 3 We also explored buying motives with professional buyers and in B2B purchases. We summarized with 3 key buying motives which are fear, greed and: 5 6 Persuasion 8 9 Gifts Logic Satisfaction Loyalty 12 13 Question 16 (1 point) It was recommended that you test the logic of your presentation by asking two questions: "Would li buy from me and o Question 14 (1 point) 2 3 Which of the following is the 4th fundamental negotiating skill, which reinforces the value of building the relationship before and during the negotiation? 5 6 Never use emotion as a tactic in negotiation 8 9 Continually create goodwill Continually offer more concessions Get to know if they prefer being the 'good cop' or 'bad cop' 12 Ask which form of persuasion they prefer 13 Question 15 (1 point) We also explored buying motives with professional buyers and in B2B purchases. We summarized with 3 key buving motives which are fear greed and: O a 3 Question 13 (1 point) According to the article assigned for this course titled "How Are Successful Salespeople Leveraging Social Media?' which of the following is one of the recommended methods? Post video testimonials to YouTube in hopes they go viral 9 Post negative reviews of the competition to gain a competitive advantage Target blog content to develop referrals Target blog content to develop referrals 13 Establishing expertise by contributing to conversations Question 14 (1 point)