Question $45(2$ points$)$

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The beginning of the sales presentation may be the most important part of the selling process, because this is where the salesperson establishes

A$)$ where the customer is in the buying process.

B$)$ how much time has been allocated for the presentation.

C$)$ which of the alternative products to demonstrate.

D$)$ whether to quote a full price or discount price.

E$)$ which type of follow$-$up will be needed.

Question $46(2$ points$)$

Listen

Peter is in the process of qualifying leads he received from corporate headquarters. Peter will assess

A$)$ whether or not it is worthwhile to pursue these potential customers.

B$)$ how often these customers have bought his products in the past.

C$)$ whether he should use role$-$playing in his sales presentation.

D$)$ what objections he is likely to receive from the customers.

E$)$ how to preapproach these people.