The Results of a Study Showing That 70-100% of the Time

Multiple Choice

The results of a study showing that 70-100% of the time salespeople offer price discounts when in fact price was not the issue suggests salespeople should:

A) observe how the buyer is acting before determining what percentage discount to offer.
B) try to understand what motivates people to buy through relationship scenario planning.
C) tell small lies rather than large ones.
D) avoid asking probing questions so the customer will not talk about price.
E) discover the true objection before offering what they think is a solution.