15. The Four elements of Active Listening: (Select the Correct Answer) a. Open Probe, Closed Probe, Summarize, Close b.

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15 The Four Elements Of Active Listening Select The Correct Answer A Open Probe Closed Probe Summarize Close B 1 (83.79 KiB) Viewed 20 times

15. The Four elements of Active Listening: (Select the Correct Answer) a. Open Probe, Closed Probe, Summarize, Close b. Build Rapport, Upfront Contract, Uncover PAIN/GAIN c. Attention, Hearing, Understanding, Remembering d. Qualify Prospects, Disqualify Prospects, Mirror, Confirm Understanding 16. In order to sell value you must know your company's value proposition and your customer's key value needs. (True or False) 17. When you don't accurately qualify your prospects or you do not cover their Pain or Gain prior to you offering a solution you will experience a greater number of sales objections. (True or False) 18. The underlying causes for concern: (Select the Correct Answer) a. A previous bad experience? b. Uncertain or unfamiliar with your company, hasn't developed a level of trust/relationship with you? c. Reluctant to switch away from incumbent seller? d. All of the Above 19. The key components of the Sales Planning Process: a. Contact your manager, Contact your customer service department, Determine potential annualized $ volume, Determine product needed, Develop follow-up b. Prospect, Contact prospect, Set SMART objective, Execute the Sales Call, Close/Follow-up c. Analyze, Set Goals, Develop the Sales Plan, Execute, Evaluate/Review d. None of the Above 20. The process for Resolving Objections: (Select the Correct Answer) a. Listen Carefully for Hidden Messages, Clarify the Underlying Concerns, Reinforce Value, Ask for Action b. Restate Concern, Provide Solution, Confirm Customer Commitment, Close c. Gain Understanding of True Concern, Request Permission to Advance the Process, Confirm Next Step d. Probe for Understanding, Gain Customer Commitment, Ask for Action 21. Essential qualities that are key to Resolving Objections: (Select the Correct Answer) a. Sincerity, Personal Integrity b. Humility, Courtesy c. Wisdom, Charity d. All of the Above