The sales as motivation perspective assumes

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Reference no: EM132201822

1. The sales as motivation perspective assumes which of the following?

a. Finding trainable salespeople who are self-managed and self-motivated is key.

b. People need motivation to perform their best.

c. The carrot and stick approach is one of the best methods for encouraging employee performance.

d. Cash incentives and give-aways are the core of motivating employees to productivity.

2. Fidgeting, speaking either too fast or too slow, not making eye contact, and inappropriate clothing can all be considered:

a. Helpful feedback

b. Marginalizing

c. Listening distracters

d. Listening features

3. It is imperative that at the end of a sales interview you ask for commitment, something that is often left undone.

a. True

b. False

4. The responsiveness of an organization to a customer is important because

a. customers tend to exaggerate wait times.

b. customers want quality.

c. customers feel more important the longer they wait.

5. Which of the following lists the steps to an effective sales interview in order from first to last?

a. Introduction, establish the need, present the solution, ask for commitment

b. Customer background, introduction, establishing the need, present the solution, ask for commitment

c. Establish the need, present the solution, ask for commitment, wrap up

d. Introduction, product background, establish the need, present the solution, ask for commitment

Reference no: EM132201822

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