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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.

Establishing priorities in the form of objectives is a critical component of self-leadership.

Good salespeople must adjust their selling strategy depending on their competition.

A salesperson from a different company who sells an entirely different category of products can be considered a: 

If a buyer is evaluating a sales offering on a salesperson’s eagerness to satisfy, the buyer is assessing the sales offering on the basis of a _____.

Gladus Inc., a cosmetics company, has a call center where it employs sales executives to call prospects using a database of information about the company’s potential customers. In this scenario, Gladus Inc. is engaged in _____.

Avery is planning to buy a new laptop. He wants the laptop to have cutting-edge features such as a touchscreen with OLED display, USB Type-C ports, an infrared camera, and 8GB of RAM. He wants to be able to pay for the laptop in installments over three months using a credit card. Considering that he is interested in purchasing a high-end model, he expects that salespeople will keep him informed about new product launches and upgrades. He expects that the laptop would deliver the promised performance and that he will be one of the few privileged owners of that laptop. In this scenario, which of the following represents Avery’s social needs?