Jake has successfully completed the first three levels of customer satisfaction and is now attempting to evaluate his customers’ business benefits. What would be the best way for him to determine if he is meeting his customers’ business needs and satisfying their business expectations?

What is at the base of Maslow’s Hierarchy of Needs?

Air, water, sleep, food, shelter and warmth are all examples of what type of need?

Salesperson Sally sells seashells at the sea shore. Her customer, Connie, crafts crystals from conchs. When Sally talks with Connie about buying her shells, she often refers to Connie as one of her top customers, and talks about the bottom line improvements that Connie can expect from buying her shells. It is likely that Connie’s behavioral style is…

With the Direct closing, the salesperson simply takes the direct approach and tells the customer why he is here to talk

The _____ represents the attitudes and behavioral patterns that we learn early in life from authority sources.

Morgan tells her customer, Phil, how much she has enjoyed working with the members of Phil’s staff. Morgan’s statement to Phil is considered a:

If a product is not truly a new idea, who should the product be targeted towards next?

You and your customer, Trevor, are in a sales call. Trevor starts making calculations on his paper keeps looking through your materials on the seed. Trevor?s actions could be interpreted in which way?

Mike has a tendency to take rejection personally. Therefore, like many salespeople, he shies away from closing. If he, at one point, overcomes his reluctance to attempt to close a sale and does end up getting a “no,” what should he do?