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Accountants, bankers, attorneys, teachers, business owners, politicians, and government workers are often good centers of influence.

Dana goes to a furniture store to purchase a couch for her new home. A salesperson at the store shows her the best pieces but is unable to make a sale. Although Dana confesses that she likes the color and the design of the various couches, they do not seem to be ergonomically efficient. Which of the following objections is exemplified in this scenario?

In single-factor analysis, accounts are typically classified based on _____.

After developing strategies and plans, Alice, a salesperson, was asked to analyze her customers’ past behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to customers. In this scenario, which of the following should Alice use to perform this task?

In the context of a verbal message, which of the following is true of concrete expressions?

An effective sales presentation takes place prior to uncovering a buyer’s needs.

For effective follow-up, a salesperson should maintain contact with only one individual in the buying organization.

Bill is a salesperson who relies on his current customers to help him identify potential customers. In this scenario, Bill relies on _____ to generate sales leads.

In buying teams, users often serve as initiators and influencers.

Basic information about a prospect company makes it easier for a salesperson to ask questions during sales dialogue.