According to a study that examined the status of sales as a true profession, sales needs additional progress in two areas to be viewed as a profession on par with law, medicine, and other long-recognized professions. One of these areas is:

Customer value propositions should be specific with respect to tangible outcomes.

Convenience and productive time are maximized by high-tech sales support offices.

A salesperson should always incorporate as many outstanding benefits of a product as possible into a sales presentation.

If a buyer raises a time objection, which of the following is most likely to be a consequence for him or her?

A _____ is an individual or organization that has the budget or financial resources to purchase a product or service and has the authority to make purchase decisions.

A written sales proposal is most likely to be used as a sales communications format when a:

A salesperson who takes a soft and tactful approach to correct a prospect’s information is using the _____ method of handling objections.

An extranet is a special form of intranet that is accessible to the public.

If buyers mistakenly believe that a competitor’s offering has higher level attributes or qualities than it actually does, salespeople should avoid using competitive depositioning.