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.

Coolex Inc., a chemical refrigerant manufacturer, increases production of liquid refrigerant to meet the rising demand for air conditioners. Which of the following explains this increase in production as a result of an increase in the demand for air conditioners?

Dave is a sales executive at Windsor Stock. His tasks include finding the customers and prospects who would buy the company’s products, locating them, and to pinpoint those who can influence purchase decisions. In this scenario, Dave is involved in:

Comparisons of the products of a company’s competitors for a customer’s buying decisions are critical, especially when the company: