QUESTION 26

1. The DEAL SHEET is a tool for managing high level customer relationships to achieve a complex sale.

   True

   False

2 points

QUESTION 27

1. According to Gartner Research, sales people spend only 15% of their time selling, and the rest on internal meetings, administrative tasks and other non-selling activities.

   True

   False

2 points

QUESTION 28

1. Using the definition of WINS vs. RESULTS, select the one item below that is NOT considered a RESULT.

   	a.	The company achieves increased sales growth
   	b.	The service team enjoys a 5% improvement in productivity
   	c.	The Buyer Influence achieves increased personal control and autonomy
   	d.	Inventory carrying costs are reduced by 10%