Question 5 (1 point) Saved When the potential for rejection is high, it often causes the ISR to dread picking up the phone. This apprehension is known as the "Fear of Selling Syndrome." a) True b) False Question 6 (1 point) Your body language contributes to the type of image you portray to your prospect. Therefore, smiling while talking to your prospect over the phone helps project high self-esteem and confidence, which is necessary to build rapport. a) True Ob) False Question 7 (1 point) Saved The less expensive the product or service, the longer the sale cycle a) True Ob) False Question 8 (1 point) Your opening statement should include a) Greeting & introduction b) Call purpose/benefit OC) Spell check d) All of the above O e) A & B Question 9 (1 point) Saved Adding a hard-hitting P.S. at the bottom of a business letter is a good idea as it is often the only part of the letter that is read. a) True b) False Question 10 (1 point) A telephone call format is just another term for scripted calls a) True b) False Question 1 (1 point) Use directive questioning sparingly, otherwise you will sound like an echo. a) True b) False Question 2 (1 point) Saved In the initial contact with a prospect, if you determine that there is not a legitimate interest in your product or service you should fabricate a need by asking Need Development Questions, a) True b) False