Because buyers make _____ in their decision processes, salespeople should be prepared for it.

Brainstorming sessions with customers demonstrate a willingness to listen and show that the company cares about its customers.

In the context of sales communication, effective communication skills are needed:

“Do you prefer tea or coffee?” is an example of a(n) _____.

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.