Today’s salesperson should have a basic understanding of their prospects’/customers’ business. If available for review, a business’ income statement offers a look into the business’ financial health. The difference between a business’ total revenue generated and cost of sales is known as what?

A salesperson can use a competitive product analysis chart to graphically illustrate how his product’s features compare to the competition. This is known as distinguishing your product through differentiation.

Prospects develop an urgency for change if they have a feeling of dissatisfaction with their current product.

Initial nonverbal factors, such as when a salesperson first walks in, makes eye contact, shakes hands, and selects a seat can create a positive impression of the salesperson in the mind of the prospect.  This positive first impression can positively influence the prospect’s opinion of the salesperson’s complete presentation.  This result  is known as which of the following?  

Team selling is often necessary in today’s selling environment. Fortunately, team selling requires much less planning than individual sales calls.

In advance of a sales meeting, salespeople should prepare questions they want to ask a prospect to uncover a prospect’s needs.

Sales call pre-planning includes considering the responses to prospects’ questions.

Christopher Columbus landed in the Americas in 1492.  The year 1492 occurs during the century.  

What is another term that means an abnormally small number of platelets in the blood?

Which of the following is NOT a good tip for opening your presentation?