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Company records are usually a poor source of prospects.

Buyers sometimes enter into a _____ simply to check the competitiveness of existing suppliers in terms of the product offering and pricing levels.

Consumers who are likely to be early adopters of an innovation often rely on _____ as a primary source of information.

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

Identify an example of engaging in openness in a buyer–seller relationship.

Andrew is a sales representative for an industrial chemical supplier. He ensures that he is never late for appointments with his customers and always follows through on the promises he makes them. Given this information, it can be said that Andrew is:

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

Customers do not care about slogans and service claims until something happens to them.

A(n) _____ is the added value or favorable outcome derived from features of a product or service a seller offers.

Customer training does not require the assistance of a company trainer or engineer even if a product is technical.