Question 21 During which stage in the selling process does the salesperson attempt to match the product's benefits to the buying motives or needs identified by the prospect? Not yet answered Points out of 1.00 Select one: Approach Flag question Presentation Needs Discovery Overcoming objections Closing the Sale Question 22 In contrast to traditional selling, relationship selling focuses on Not yet answered Select one: Points out of 1.00 More effective closing techniques Helping a customer clarify needs and then meeting those needs P Flag question Relating to customers outside the normal business environment Increasing the bottom line as the top priority None of the above Question 23 Not yet answered As the customer talked about his reactions to the sales proposal, in addition to hearing the words the customer was saying, Nick also noticed the customer's arms were crossed and his brow was furrowed. In doing so, Nick was practicing which of the following steps of active listening? Points out of 1.00 P Flag question Select one: Listening Interpreting Observing Acknowledging/showing empathy Reflection/providing non-evalutive feedback Question 24 With regard to nonverbal communication and body language as explained by Kevin Hogan (video), which of the following is TRUE? Not yet answered Select one: Points out of 1.00 P Flag question When facing a prospect/customer, lean in their direction first as a way of getting them to lean towards you as well Pointing one's feet straight towards the other person is seen as being too aggressive O Other than a handshake, the salesperson should never touch the prospect/customer Arrive early to a restaurant meeting, sit facing the entire restaurant with the wall at your back Regardless of culture, people want consistent, direct eye contact Question 25 Because the basic skills of selling are actually human relations skills learned and practiced from birth, Not yet answered Points out of Select one: 1.00 Mastery of sales techniques is simple and effortless P Flag question Selling cannot truly be called a profession Everyone has a base upon which to build in acquiring ability in selling The learning process really only lasts through the first few years of selling Training in sales techniques is a waste of time