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.Summary
• B.Puppy Dog
• C.Assumptive

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A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.
What is the first step to building trust with these stakeholders?

• A.Set upan introductory meeting and explain the reason for the transition.
• B.Review records the previous rep left to understand the needs of the stakeholders.
• C.Use a multi-channel approach to present an update on current product offerings.

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A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value.
What should the sales rep do?

• A.Acknowledge the customer's concerns while trying to find easier customers.
• B.Reassess the customer's expected value based on the current situation.
• C.Try to sell additional products or services to increase the realized value.

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What are the four elements of emotional intelligence?

• A.Plan, engage, execute, and close
• B.Discover, define, design, and deliver
• C.Self-awareness, self-management, empathy, and skilled relationships

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How does a sales representative determine if a customer might be a valid prospect for the product?

• A.Review the customer's website and tell the prospect that the product will solve their problems.
• B.Understand the customer's pain points and what they attempted in the past that was unsuccessful.
• C.Uncoverwhat the customer is planning to do and the executive staff's purchasing preferences.

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