Author Question: Drew is a salesperson who is almost always successful during the initial sales dialogue. Prospects ... (Read 125 times)

iveyjurea · **on:** Jun 28, 2018

Drew is a salesperson who is almost always successful during the initial sales dialogue. Prospects usually respond to all of the questions that Drew asks, but he is rarely successful at closing the sale and getting a commitment from them. Drew's failure is most likely due to:
A) his fear of rejection from the prospects.
B) not recognizing that the prospects are busy individuals.
C) not seeking a commitment at the right time.
D) not knowing the prospect's emotional buying motives.
E) not having an appropriate sales call objective.

Question 2

Middle management typically has the primary responsibility for efficiency and effectiveness control.

Indicate whether the statement is true or false