What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

Which of the following statements is NOT a reason that explains why a salesperson should welcome prospect objections

“After the pharmaceutical salesperson asks for the order, the very next thing he should do is to:”

“The two broad categories of objections are _____, which can never be solved and _____, which can be answered”

“When the wedding planner asked the engaged couple if they wanted an unforgettable wedding, the couple responded in the affirmative. Then the planner asked, “Do you want your guests to enjoy the day as much as you will?” The couple again said, “Yes.” “You know one of the ways that people remember a wedding is by how wonderful the reception is. Do you want to have a memorable reception?” This time the couple nodded, “of course.” Then the wedding planner asked, “Do you want me to use my best judgment to guarantee that you have a marvelous wedding day?” With that last remark answered in the affirmative, the couple signed a contract authorizing the wedding planner to design their wedding festivities. The wedding consultant used a(n) _____ close.

Which of the following actions is NOT an example of a buying signal

The first essential step of the sales presentation is discussing the:

The price/value formula teaches the professional salesperson to

Robert is the CEO of a small firm which manufactures inverters. Company sales have been increasing, and Robert finds it increasingly difficult to manage the salespeople. The company has a sufficient number of salespeople, but they are not able to reach all current and potential customers. Robert also has difficulties in evaluating the performance of salespeople. What advice can you give Robert? 

“Would you prefer the freezer be on the top or bottom of the refrigerator? This is an example of a(n) _____ close”