A salesperson should be familiar with his or her company’s key personnel. This helps:

If a buyer is evaluating a sales offering on a salesperson’s eagerness to satisfy, the buyer is assessing the sales offering on the basis of a _____.

For a salesperson, achieving personal goals depends directly upon achieving his or her _____.

An anecdote is a type of _____.

A prospect’s buying motives are linked to specific benefits offered in _____ of a sales dialogue template.

After a buyer expresses a price objection, it is inappropriate for the salesperson to ask the buyer probing questions.

Identify a true statement about the evolution of personal selling.

As a salesperson at Spacefast, Larry is expected to identify customers but is not responsible for generating revenue.

Buyers are typically interested in all of a product’s features and benefits.

A(n) _____ is a variation of a referral where, in addition to requesting the names of prospects, a salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.