AGEC 315 Pretest Verified Answers
Strategy and planning occur within which stage of the professional selling process? Prepare
Over the last one hundred years, distinct eras emerged when an emphasis was placed on different
elements of the selling process. The eras in the correct order that the...
Strategy and planning occur within which stage of the professional selling process? ✅Prepare
Over the last one hundred years, distinct eras emerged when an emphasis was placed on different
elements of the selling process. The eras in the correct order that they emerged are: ✅Product era,
sales era, customer era
The most successful salespeople stay away from high pressure tactics ✅True
The foundation for every successful sale is the relationship with the customer ✅True
The DISC behaviors are: ✅Dominance, Influence, Steadiness, Compliance
The first step in the prospecting process is? ✅Analyze the Territory
Every prospect is equal and should be treated the same. ✅True
"Where have you been purchasing your supplies?" is an example of what type of question? ✅Close
Ended Question
Customers make a purchase decision on: ✅Perceived benefits received vs. perceived price paid
Preston likes to buy from people who know people he knows. Of course, that preference comes after
the cost and any special considerations the salesperson might make for him. What type of buyer is he
most like? ✅economic
Objections actually show... ✅That the prospect is thinking
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