QUESTION 35

Help me understand why is it advisable to read customer reviews as part of your qualifying process?

• To know about consumers, their age, education, and income level.
• To know whether your prospect serves many customers or primarily works with a few large accounts.
• To know about competitor's strengths and weaknesses.
• You can learn important information about the company's strategy and financial performance.
• You can learn much about the company by paying attention to its reputation with customers.

QUESTION 36

Please tell me which is true?

• Salary is not different from compensation.
• Salary includes insurance, vacation or sick leave, 401k, and any other type of payment received in exchange for your services to the company.
• Salary is the only element of compensation.
• Salary is a fixed amount of money.
• Salary is the total amount of benefits that you are paid for a particular position.

QUESTION 37

please tell me which is true?

• There is nothing that your customer would rather talk about than your business.
• Follow-up is a one-time event.
• If you did not get a sale, there is no need to send a thank-you note.
• Some salespeople actually forget to follow up with their customers.
• It is not a good idea to ask customers to write a recommendation for you on social networking pages.

QUESTION 38

"How will your organization go about making this decision?" is a question Kiana Prescott, a sales rep, likes to ask during the _____ phase so that she can get input and feedback from all involved at the beginning of the process.

• define
• design
• deliver
• diagnose
• discover

QUESTION 39

According to David Fox CEO at Brave Spirits and featured professional in the Video Ride-Along in Chapter 15, an important part of entrepreneurial selling is which of the following?

• Prospecting
• Developing SMART objectives
• Pre-approach
• Developing trust that you will do what you say you will do
• Qualifying