Claire, a sales manager at ProGuide, is conducting an interview for the position of a sales trainee. During the interview, Claire leans back in her chair and places both hands behind her head. In the context of nonverbal communication, Claire’s posture most likely signifies:

Anthony, a purchasing agent for a hospital, finds several items missing from a shipment that the hospital received from one of its suppliers. He speaks with a customer service representative who is very friendly and helpful. Anthony calls the supplier again the next day but speaks with a different customer service representative who is not as friendly. Which of the following is most likely the problem with the customer service provided by the supplier?

Anthony is a salesperson for Xaim Chemicals and is faced with a buyer objection. According to the LAARC method, the first thing Anthony needs to do is:

In response to statements from buyers, salespeople ask related questions and paraphrase what the buyer has said to demonstrate their interest in what the buyer is saying.

A _____ is an individual or organization that has the budget or financial resources to purchase a product or service and has the authority to make purchase decisions.

According to the ADAPT system of questioning, _____ should drill down and probe for further details needed to fully develop, clarify, and understand the nature of a buyer’s problems.

If a buyer raises a time objection, which of the following is most likely to be a consequence for him or her?

 To engage in effective sales dialogue, salespeople assume what buyers need without asking them.

Claire is a salesperson for a pharmaceutical company. During sales calls with prospective buyers, she often hears the statement “Give me a couple of weeks to think it over.” In the context of sales resistance, this statement is most likely an example of a _____.

In the context of the ADAPT questioning system, _____ trigger a customer’s interest in solving discovered problems by helping him or her gain insight into the true ramifications of the problem and to realize that what may initially seem to be of little consequence is, in fact, of significant consequence.