Matching
-Using the metaphor, ""This is the Mercedes-Benz of garden tractors.""
A) appropriate need discovery
B) appropriate need-satisfaction presentation
C) inappropriate need discovery
D) appropriate selection of the product
E) inappropriate need-satisfaction presentation
F) inappropriate selection of the product
G) informative presentation
H) reminder presentation
I) Active Listening
J) pleasure questions
K) need-satisfaction question
Correct Answer:
Verified
Q1: You are about to call on Kim
Q2: Matching
-Using the question, ""How much do you
Q4: Matching
-Use highly persuasive techniques before need is
Q5: Matching
-Matching specific benefits with buying motives
A) appropriate
Q6: Matching
-Using the strongest selling appeal in the
Q7: Matching
-Paying special attention to the practice of
Q8: Matching
-Recommending another source to the prospect
A) appropriate
Q9: Matching
-In certain situations, recommend a product at
Q10: Matching
-Using questions such as ""You want the
Q11: Matching
-Placing major emphasis on the presentation of
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