The DISC behaviors are:

The _____ deals with the “here and now”. It is the thinking and reasoning part of us.

Asking questions is the best way to determine if you are meeting business needs and satisfying business expectations of your customer.

What is at the base of Maslow’s Hierarchy of Needs?

Which of the following is not one of the five techniques to close:

Michelle is quick to react when it comes to making business decisions. She doesn’t particularly like flashy, lengthy, displays or discussions. Her business attitude is very competitive. She would be considered a (an)

Which of the following are NOT included in the basic types of buying situations?

How many times should a good salesperson use a trial close throughout the sales call?

Mike has a tendency to take rejection personally. Therefore, like many salespeople, he shies away from closing. If he, at one point, overcomes his reluctance to attempt to close a sale and does end up getting a “no,” what should he do?

Explain how buying decisions are made, and what a salesperson’s role is at each stage.