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A) C) straight salary plan B) bonus plan 22) Once the method of payment level for a B) C) need for control D) need for incentive E) All these answers are 22) depends on the A) setting of sales qootas salespeople has been "etth. particular correct 23) The key steps of the personal selling process mer, preplan sales call and presentation: make up after the sales call. customers; select target customer, consist of the following: Prospect for nevw .: and folk and follow contact B) close sale C) create interest D) overcome objections E) open sale 24) particular stimulus will say yes to his request for an order A) prepared sales presentation B) differentiated value C) selling formula D) fixed sales E) consultative selling approach, the salesperson assumes that a customer faced with a 25) A) It is not adapted to an individual customer's needs. B) The salesperson does most of the talking. C) It may contain several attempts to close a sale. D) It makes sense for experienced salespeople to use it. E) It is not considered a good approach for complicated selling situations. 25) Which of the following statements about the prepared sales presentation is FALSE? 26) found that he is most successful when he uses the sales call to help the customer solve some problem using one of his products. Tyler probably relies on the A) missionary approach. B) prepared presentation approach. C) consultative selling approach. D) selling formula approach. 26) Tyler Young sells a diverse line of conveyor systems to small manufacturers. He has

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