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Amanda is a salesperson in a company that manufactures baby products. Monica, Amanda’s friend, recently gave birth to a baby. In this scenario, Monica is most likely Amanda’s _____. 

Convenience and productive time are maximized by high-tech sales support offices.

According to the ADAPT system of questioning, _____ should drill down and probe for further details needed to fully develop, clarify, and understand the nature of a buyer’s problems.

 To engage in effective sales dialogue, salespeople assume what buyers need without asking them.

A written sales proposal is most likely to be used as a sales communications format when a:

An extranet is a special form of intranet that is accessible to the public.

Claire is a salesperson for a pharmaceutical company. During sales calls with prospective buyers, she often hears the statement “Give me a couple of weeks to think it over.” In the context of sales resistance, this statement is most likely an example of a _____.

Determining how one’s customers’ needs and perceptions are changing is a part of:

Buyers who are less responsive tend to be task-oriented.

Davidson, Inc., is considering the purchase of production equipment that costs $300,000. The equipment is expected to generate an annual cash flow of $100,000 and have a useful life of five years with no salvage value. The firm’s cost of capital is 14%. The company uses the straight-line method of depreciation with no mid-year convention. Ignore income taxes. The payback period in years (round to two decimal places) for the project is