Attempts to deceive consumers into releasing personal information online are referred to as online fraud.
Indicate whether the statement is true or false
Question 2While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may
A) annoy the customer.
B) mention objections the customer had not thought of.
C) take too long in trying to sell the product, and the customer may stop listening.
D) not emphasize its features and benefits enough.
E) begin to lie about the product.
Question 3Positive and negative online reviews act as reputation enhancers.
Indicate whether the statement is true or false
Question 4A salesperson will be better able to determine the prospect's specific needs by
A) listening carefully to questions and comments and watching reactions during the sales presentation.
B) waiting until after the sale to see how the client is enjoying the use of the product.
C) doing extensive research before the approach and making the sales presentation without adjustment.
D) using trial closings throughout the sales presentation.
E) making a very thorough and detailed sales presentation about the products and services being offered.
Question 5Discussion forums are not very popular with the online population.
Indicate whether the statement is true or false
Question 6Which of the following is not true when making the sales presentation?
A) The salesperson should focus on anticipating questions and answering them before they're asked.
B) The salesperson must spark interest in the product.
C) The salesperson should not only talk but also listen to the customer.
D) The salesperson should involve the customer by having him or her hold, touch, or use the product.
E) A salesperson should not sound like he or she is just reading a script (i.e., he or she should be flexible and respond to the customers' comments).
Question 7Many traditional promotional events can be enhanced or replaced by digital media.
Indicate whether the statement is true or false
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