QUESTION 61 Which step in the presentation plan involves determining needs and selecting a product solution? approach needs identification presentation negotiation close QUESTION 62 An indication, either verbal or nonverbal, that the prospect is preparing to make a buying decision is called a(n): O assumptive close trial close o approach O direct close O closing clue QUESTION 63 The step in the Presentation Plan involving recognizing closing cues and initiating closing methods is the: O approach needs identification O presentation O negotiation close QUESTION 67 Withholding information from customers and revealing it at the close would most likely: violate federal truth in advertising laws cause the customer to buy more units jeopardize the completion of the sale be considered an assumptive close minimize the incremental close QUESTION 68 Which tactic most likely involves making a price concession to the buyer? budget limitation take-it-or-leave-it let-us-split-the-difference "if...then" "sell low now, make profits later" QUESTION 69 If a customer tells a sales representative from Johnson Supply, "Ive always purchased my supplies from the Ralston Company," this pers objection to: O product time need source price QUESTION 64 A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the: O referral approach question approach O product demonstration approach O survey approach premium approach QUESTION 65 The referral approach is most likely effective because customers: appreciate prepared salespeople expect to ask and answer many questions tend to focus on benefits instead of features usually trust a salesperson who presents statistical data are impressed by product benefits presented by satisfied customers QUESTION 66 Reducing the price by unbundling some items is an effective technique a salesperson can use with a buyer who uses which of the following budget limitation tactic take-it-or-leave-it tactic let-us-split-the-difference tactic "if...then" tactic "sell low now, make profits later" tactic