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Which of different piquing-interest strategies

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Assignment:

1. Which of the following is not one of different piquing-interest strategies for approaching customers?

a. customer bene?t

b. question

c. curiosity

d. none of the above

2. in a approach it is necessary to modify each sales presentation and demonstration to accommodate each individual prospect.

a. canned [or programmed] selling

b. smart selling

c. adaptive selling

d. assertive selling

3. Any highly structured or patterned selling approach refers to

a. canned (or programmed] selling

b. smart selling

c. adaptive selling

d. assertive selling

4. The critical center stage or "showtime" in the selling process is:

a. prospecting and qualifying

b. approaching the prospect

c. making the sales presentation and demonstration

d. confirming and closing the sale

5. Which sales presentation strategy asks a series of positive leading questions?

a. need satisfaction

b. formula

c. consultative problem solving

d. stimulus response

6. The advantage of the stimulus-response selling strategy is the

a. customer is stimulated to become involved in vigorous give-and-take discussions with the salesperson

b. customer gets in the habit of saying "yes" to a series of positive leading questions by the salesperson

c. salesperson listens and responds to the prospect while trying to discover his or her needs

d. customer is led to purchase action by being asked a series of controversial and confusing questions that distract him or her until the salesperson makes the close

Reference no: EM133230399

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