What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

“When the wedding planner asked the engaged couple if they wanted an unforgettable wedding, the couple responded in the affirmative. Then the planner asked, “Do you want your guests to enjoy the day as much as you will?” The couple again said, “Yes.” “You know one of the ways that people remember a wedding is by how wonderful the reception is. Do you want to have a memorable reception?” This time the couple nodded, “of course.” Then the wedding planner asked, “Do you want me to use my best judgment to guarantee that you have a marvelous wedding day?” With that last remark answered in the affirmative, the couple signed a contract authorizing the wedding planner to design their wedding festivities. The wedding consultant used a(n) _____ close.

Even though Joffery and Margery had not placed their order, the salesperson asked the couple, “Would you prefer delivery of this shower enclosure Thursday or Saturday?” This question is an example of a(n) _____ close.

Robert is the CEO of a small firm which manufactures inverters. Company sales have been increasing, and Robert finds it increasingly difficult to manage the salespeople. The company has a sufficient number of salespeople, but they are not able to reach all current and potential customers. Robert also has difficulties in evaluating the performance of salespeople. What advice can you give Robert? 

A Nike salesperson is informed by a retailer that ten pairs of shoes are damaged and cannot be sold. After looking at the merchandise, the salesperson determines the damage occurred during the packaging process. What should the Nike salesperson do to handle this situation? 

When the salesperson has done the best he can and still is unable to close the sale, he should:

The price/value formula teaches the professional salesperson to

“To become a truly professional salesperson, you must be able to close under fire, which means to”

Which group was not targeted during the Spanish Inquisition? 

Which of the following areas was taken back by the Spanish from the Moors during the Reconquista?