Question: QUESTION 5 As Sandra concluded her sales interview with Burt, she said, Tm pleased you see the value of this new software for managing your

QUESTION 5 As Sandra concluded her sales interview with Burt, she said, Tm pleased you see the value of this new software for managing your inventory. Can you suggest some other small business owners who might like to see it?" Sandra is using the method of prospecting O Selling center O Endless chain. O Lists and directories O Spotter O Canvassing QUESTION 7 As Thomas described his firm's landscape maintenance program to the buyer for Allentown Medical Center, the buyer interrupted, "Your program sounds like a winner, but I'm not interested in doing business because start-up landscaping firms go in and out of business in just a few months Thomas responded with, "I'm sorry but that simply is not true of our firm We have been in the business for over 15 years." Thomas's response is an example of what method of responding to objections? O compensation indirect denial O direct denial O Referral O postpone

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