In a Discussion About Sales Resistance with Her Sales Manager

Multiple Choice

In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?

A) provide the prospect with a good reason to want to see her and request an appointment
B) ask questions using the ADAPT or SPIN models to verify the prospect's interests
C) schedule regular sales visits with the prospect
D) make a sales presentation that clearly communicates a better solution to the buyer's problem