Which of the following would be considered a secondary decision-maker?

Which stage in the typical buying process occurs after a customer has evaluated solutions but before a purchase is made?

implementation

A salesperson who says, "If you will sign the order today, I can guarantee delivery within five days," is using which of the following closing methods?

A) direct appeal

A salesperson should most likely review the benefits of the product before making price concessions to a buyer who engages in ________ tactics.

B) Take-it-or-leave-it tactic

Adding value with a cluster of satisfactions would be an effective way to deal with:

C) Price Resistance

The best way to overcome a sincere need objection by a business prospect is to:

C) Prove that your product will help ensure company profits.

You have covered the major points of the sales presentation and detected considerable buyer interest, but you feel that the prospect will not be able to put the entire picture together without help. Which type of closing would be most appropriate?

C) summary-of-benefits close

In which value creation selling approach do salespeople focus a great deal of attention on customers' needs awareness?

Consultative selling

Quantifying the solution can be performed with a cost-benefit analysis or with a(n):

Cost-benefit analysis, ROI, opportunity costs

The customer's overall feeling of contentment with a customer interaction is referred to as:

Customer Satisfaction

A closing clue can be described as a(n):

verbal or nonverbal form of feedback from the customer

In consultative sales, the customer's primary focus is a trustworthy:

a trustworthy salesperson

Which step in the buying process most likely adds customer value after the sale?

a. need recognition

If your application letter and resume fail to bring a response within a week or so after the position close date,

follow up by email or telephone

Because application letters are ________ messages, the AIDA approach is ideally suited for them.

persuasive

A purchase based on the result of an objective review of available information is based on a(n):

rational buying motive