Question 21 (1 point) We discussed several situations that make sales presentation more challenging. One common situation is when the client is distracted and not giving you their full attention. The solution presented in class is to: Ask fewer questions Ask better questions Ask for another meeting time Use PowerPoint Threaten to leave Question 22 (8 points) How will you create more value for your clients? In this same selling scenario, you know you must continually create value with restaurant owners to sustain a competitive advantage. Describe 4 value creation methods you could employ with your restaurant clients, chosen from the 5 methods presented in this course. Specifically, state how you will apply each one of the 4 methods in this selling situation. Format BI U - Onestion 23 (1 mainta CE a Question 23 (1 point) We discussed four reasons why salespeople act unethically. These are: to gain an advantage, because of pressure, personality style and: Company policy Because they know they will get away with it Unfamiliar with sales and marketing law Perception of normative behavior Cultural differences Question 25 (1 point) In the article about 'difficult customers, the author refers to four types based on personality types and makes recommendations on how to sell each of them. His primary recommendation when faced with these difficult customer states: "It is up to you to... not let their personality styles get in the way of your selling style. accommodate them and be flexible. be friends with them. treat them as they are always right. get them to understand how your company conducts business. Question 26 (1 point) a Question 26 (1 point) Another key concept to handling objections is to welcome them. Which is NOT one of the reasons we discussed for welcoming objections: Objections may allow you to show your knowledge and professionalism Objections may be a sign of interest Objections indicate where you are in the sales process Good customers may raise the most difficult objections Objections allow you to attempt a closing technique Question 27 (1 point) You were also presented with four ethical decision making models. One model, which uses Google to evaluate ethical behaviour, is represented by the acronym A.B.B.A. W.W.G.D. W.W.I.G. L.M.A.O. C.R.M.G. Question 28 (1 point) a