Question 11 2 pts

___________________ is a listening tactic that calls for asking
open, directive, and reflective questions designed to meet the
specific needs of a customer.

ODRE

Listening

Probing Questions

Relatability

Professional Selling

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Question 12 2 pts

The “average” person talks at a rate of about ________ words per
minute.

75 – 124

125 – 175

176 – 190

50 – 75

None of the above

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Question 13 2 pts

______________ uses intelligence from industry and company
research to ask the client quality questions that are designed to
position the sales representative as an equal in the business
discussion, particularly with C-Level executives.

CRM systems

Value Propositions

Emotional Intelligence

Active Listening Skills

Level-Setting

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Question 14 2 pts

_________________ is the art of developing a new or previous
relationship with a purpose of converting to new business over
time.

Referral

Networking

Customer Relationship Management

Influential

None of the above

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Question 15 2 pts

One way that the textbook suggest to prospect or network is
to:

Join relevant committees

Attend any conference in your local city

Stay inside the office and wait for the phone to ring

Develop a business strategy

All of the above