Question 26 (1 point) From this same article, the author referred to difficult buyers that are ready for battle" and know exactly what they want to get done. This tyre was referred to as: Analytical Agnostic Controller Amiable Driver Question 29 (1 point) A fundamental concept in professional selling is the sales process. We reviewed the 10-step sales process from ABCs of Relationship Selling, wherein the final step is: Affirming Follow up and customer service Negotiating Closing Managing expectations Question 31 (1 point) Which of the following did we identify as the best definition of a pipeline analysis"? The use of a CRM system to source customer data A method of converting prospects to customers An approach to selling that improves the flow of information A method used in the oil and gas industry to determine key prospects Evaluating sales through various stages of the sales process Question 32 (1 point) In discussing CRM systems we looked at several objectives which organizations could consider when implementing a CRM system. For a customer-centric company, the primary objective of a CRM system is to: Use dashboards to improve response time to customers Determine which type of salesperson would be best suited to the customer Track the customer through each sales process Create more value for the customer Determine when an opportunity should be closed Question 33 (1 noint) Saved