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Alana Pierce is the director of Membership Programs for the Tammerline Zoo. She develops the programs and sells them to zoo visitors. The programs are tiered and include discounts and special perks for members.A member contacts Alana to complain about parking. Every time she brings her children to the zoo, the members-only parking lot is full, and she is forced to park farther away in the general admission parking lot. When Alana receives such calls, she should most likely:

Which stage of the consultative sales process most likely increases a salesperson’s opportunities to build repeat business?

One of the most common buyer concerns in the field of selling is:

Explain how to recognize closing clues.

What area of the sales process are the sales representatives weak in, according to the results of the sales director’s analysis?

It is important for the salesperson to pay close attention to the buyer’s interests during the need discovery phase to:

The referral approach is most likely to be effective because customers:

The best closing method is:

How do you respond to a buyer who says, “My final offer is $3,300, take it or leave it”?

A salesperson who goes into a negotiation process without any preparation is likely either to lose the sale or to: