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Integrity Selling for the 21st Century

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1.
10 points
Human Behavior, in the book is defined as:
2.
10 points
The book repeatedly teaches that a person selling needs to watch customers’ ___________, _______, and responses.
3.
10 points
The book explains that selling is ___% emotional and only___% strategy.
4.
10 points
The interview action guides has four steps, one of the steps is “Ask open-ended, indirect questions that draw out wants or needs.”
5.
10 points
On the Sales Congruence Model what is in the middle of the diagram that affects our view of selling and belief in our product?

6.
10 points
What are the four behavior styles mentioned when selling to people?
7.
10 points
What are two of the seven different areas of people’s live that influence their actions?

8.
10 points
When it comes to negotiating with customers, the seller must focus on the _____ end, not the ____ end.

9.
10 points
The four traits of highly successful salespeople are goal clarity, achievement drive, emotional intelligence, and social skills.
10.
10 points
The book states, ______ intelligence grows within us as we do things that we fear or dislike.
a) Emotional
b) Empathic
c) Hovering
d) None of these
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