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 24 (1 point) We discussed several difficult selling situations in this course, including all of the types of objections a salesperson might face. A particularly difficult situation that salespeople commonly experience when dealing with new prospects is based on a lack of trust. Which type of objection is it when a buyer does not trust you (or has an objection to you or your company)? Skepticism Seclusion Stupidity Source Seller Question 12 (1 point) Based on the article "When does a gift become a bribe?" which of the following are two of the recommendations from the author when attempting gift giving with a new client in a new market? Only give the gift if they purchase from you and imply there will be more valuable gifts for additional purchases. Establish a corporate code of ethics of gift-giving practices and include this in your presentation Start with a nominal gift and learn the implicit rules gradually Give the gift at the outset of the first meeting and keep it within $100-$200. Uncover the client's ethical behavior through pre-call research and other staff within the buying organization Question 41 (1 point) What prompts a buying signal? A key step in the sales process is to prompt a buying signal, which makes closing the sale easier and more collaborative. Which of the following is an effective way to prompt a buying signal? O Trial Close questions FAB statement A closing method Open questions Empathy