SECTION $5$: TRUE$/$FAISE QUESTIONS

Write $\text{'}T\text{'}$ if the statement is true and $\text{'}F\text{'}$ if the statement is false. $(4$ points$)$

External motivation is an action taken by another person that involves rewards or other forms of reinforcement that cause the worker to behave in ways to ensure receipt of the award.

Salespeople should think of needs in terms of the product and competition.

In the resolution of problems stage in the buying process the salespeople can add value at this stage by providing useful information that helps the customer make an informed choice. In some cases, the value justification can be presented in terms of cost reduction or increased revenues.

Communication$-$style bias is accompanied by symptoms that are almost obvious and often easy to explain.

The consultative selling approach focuses on the benefit of working with the salesperson and is used to open the door and establish credibility to meet a need. It is about offering to take excellent care of the prospect.

In the evaluation of solutions stage in the buying process salespeople can create value at this stage of the buying process if they can help determine the magnitude of the customer's problem and identify a solution.

Identification of the customer's preferred communication style should be given a high priority during the initial contact.

Usually there is a weak connection between what you expect to accomplish and what you actually achieve.