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.

Buyers who are less responsive tend to be task-oriented.

Burlywood Company has two divisions with the following segment margins for the current year: Rosewood, $170,000; Sandalwood, $230,000. Common expenses of the company are $36,000. Calculate Burlywood Company’s net income.