After asking a prospect a question,a salesperson should remain silent and wait for an answer.
Correct Answer:
Verified
Q24: A direct negative-no question is highly effective
Q25: While using a nondirective question as an
Q26: Which of the following is a stage
Q27: A salesperson using the SPIN approach should
Q28: Probes help salespeople develop two-way communication with
Q30: When asking a question,the salesperson should know
Q31: During the approach,a Golden Rule salesperson should:
A)
Q32: The situation question used in the SPIN
Q33: The shock approach uses a surprising demonstration.
Q34: A salesperson who overcomes a prospect's indifference
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