Question 31 (1 point) In preparing for your presentations you evaluate all possible objections that you might experience. Which of the following is the best example of a NO NEED objection that a prospect could raise? We don't think you are doing enough to make your products eco-friendly. We only buy from experienced salespeople who can carry through on their promises. I really like your products, but I can't discuss purchasing until we complete our budgeting. Our current supplier provides all the new products in your category. If we were to buy your products we would need a 12% discount and co-op advertising funds. a Question 32 (1 point) You were presented with 4 different buyer styles (based on social styles) in this course and learned how to adapt to each. If you want to be successful in selling to an Amiable you musti Ask for his/her personal opinions. Present a lot of facts. Build a good social relationship. Present assertively. Close early, close often. Question 33 (1 point) a Question 33 (1 point) In our evaluation of professional buyers, we studied their role with in a firm and considered their objectives and motivations when purchasing. What does the acronym 'SRM represent for a professional buyer? Sales related merchandise Synchronized response mechanism Supplier relationship management Social relationship media Selling role motivation Question 34 (1 point) PowerPoint is a common tool in applying visual selling to a presentation. However, co Question 34 (1 point) PowerPoint is a common tool in applying visual selling to a presentation. However, before determining if PowerPoint is worth using, it is important to consider how it will support your presentation or if it will it. Detract from Personalize Dehumanize Over embellish Dramatize Question 35 (1 point) Which of the following is the best advice when asking questions to an Analytical? a Question 35 (1 point) Which of the following is the best advice when asking questions to an Analytical? Ask for personal opinions. Get feedback about how they are feeling. Ask for the order early and often. Ask with enthusiasm. Ask 'logic' questions. Question 40 (1 point) In what order are the feature advantage and benefit presented in the following statement? "Our new cosmetic line is creating a lot of interest in social media because of our promotional launch with Justin Bieber, and this well help you attract new younger female customers Feature benefit and advantage Feature advantage and benefit Advantage, feature and benefit Advantage benefit and feature Benefit, feature and advantage Page 4 of 6 Previous Page Next Page Question 38 (1 point) How do you build your reputation? As discussed in class, for salespeople, are key in developing and communicating your reputation Satisfied customers Social Media Persuasive presentations Blogs and video Sales managers Question 39 (1 point) a 3 Question 39 (1 point) Which of the following is an example of a MONEY objection that a prospect could raise? I don't want to take the risk associated with stocking products by lesser-known brands. I only deal with large, well-established European companies. I am satisfied with the type of products we currently implement. Your products do not have the quality we are looking for It's not in the budget