A sales representative presented a solution and overcame the objections, but the prospect is still not completely ready to commit. The sales rep suspects the prospect is unsure about the product and will want to return it. The sales rep decides to let the prospect try out the product for a predetermined period.
Which type of close was chosen?
A. SummaryAfter verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk. Which customer role should the sales rep meet with to address the concerns?
A. LegalWhat is the primary benefit of team selling at a key account?
A. Provides the customer with multiple points of contactWhich communication approach has a higher likelihood of achieving a customer relationship built on trust?
A. Appreciating the customer's time.A sales representative wants to highlight a customer's return on their investment. Which type of analysis should the sales rep use to show this?
A. Root cause analysisA sales representative learns from a survey that a strategic customer has a low satisfaction score because they are using only some of the products in their contract. What should the sales rep do first to improve customer satisfaction?
A. Offer a comprehensive demo of the products to the customer.A sales representative is challenged by a customer with a competitor's product and features. Which skill does the sales rep need to address this challenge?
A. Sales acumenA sales representative wants to improve the overall health of their pipeline. Why is it important to take a strategic approach to prospecting?
A. Reduce non-selling administrative efforts.An experienced sales representative has several new leads and wants to understand their pain points and decide if the company can meet their needs. At which stage should the sales rep complete a qualification call with the new leads?
A. ProspectingAfter a successful sale of their latest software product, a sales representative wants to nurture their long-term relationship with the customer by driving product adoption. What success metric for product adoption can the sales rep use?
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