Chapter 6-9

Question 1

Responsive

Answer 1

(Emotional)Expressive of feelings, people oriented, subjective

Question 2

Assertive

Answer 2

Telling, fast, active

Question 3

Driver

Answer 3

what

Question 4

analytical

Answer 4

how

Question 5

3 ways to motivate

Answer 5

fear, incentive, attitude

Question 6

fear

Answer 6

external, temporary,negative

Question 7

incentive

Answer 7

external, temporary, positive

Question 8

attitude

Answer 8

internal, permanent, positive

Question 9

MADDEN(M)

Answer 9

money

Question 10

MADDEN(A)

Answer 10

approachable

Question 11

MADDEN(D)

Answer 11

desire, decision- making

Question 12

MADDEN(E)

Answer 12

Eligible

Question 13

MADDEN(N)

Answer 13

need

Question 14

purpose of pre-approach

Answer 14

obtaining as much relevant information as possible regarding the prospect prior to making a sales presentation.

Question 15

Six step telephone call(1)

Answer 15

Introduce yourself and your company

Question 16

Six step telephone call(2)

Answer 16

Provide a tangible benefit

Question 17

Six step telephone call(3)

Answer 17

personalize the call

Question 18

Six step telephone call(4)

Answer 18

take the pressure off the call

Question 19

Six step telephone call(5)

Answer 19

overcome resistance

Question 20

Six step telephone call(6)

Answer 20

request an appointment