short Answer 1. Define and explain what a "qualified prospect" is. 2. Explain the underlying premise of the sales funnel. 3. Discuss the skills and knowledge that top salespeople have who are effective strategic problem solvers. 4. List the four steps involved in creating a customer benefit plan, and explain why each are important. 5. Give an example of the sales call approach that salespeople most commonly use; meaning, what do they say most often? 6. When should a salesperson use benefit statements? 7. Describe the 5-step process used in dealing with difficult customers. 8. Give an example of both a practical and a psychological objection that a salesperson can confront. 9. Why do salespeople have such difficulty closing the sale? 10.Discuss the differences between the minor-points close and the alternative-choice close. 11.Explain the difference between Aggressiveness and Assertiveness.