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1 Most customers will buy the product based on the sales presentation.
(A) True
(B) False
2 Basic customer objections run across all buyers and do not change over time.
(A) True
(B) False
3 In general, it is better to bluff than to admit you do not know the answer to a customer’s
question.
(A) True
(B) False
4 When developing a relationship with a new customer, the focus should be on the
relationship between the salesperson and the company.
(A) True
(B) False
5 The initial price is the total price.
(A) True
(B) False
6 If you are a good salesperson, your product needs to be just as good as the competitor’s
product.
(A) True
(B) False
7 Too often salespeople believe than when the customer wins, they lose.
(A) True
(B) False
8 Successful buyer–seller relationships are based on both parties being satisfied with the
customer’s purchase.
(A) True
(B) False
9 Dealing with customer objections is an element of relationship-building that most
salespeople do not enjoy.
(A) True
(B) False
10 While a customer’s concern may seem trivial to you, it is important to the customer.
(A) True
(B) False
