02. b. How to Get Senior Executive to Meet With and Consult With You

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Question 1 of 2

1. Question
25 point(s)
1. The three reasons that customers do not consult with salespeople are:
- a. Lack of familiarity
- b. Lack of credibility
- c. Lack of experience (as perceived by the salesperson’s age)
- d. Lack of perceived value
- e. Lack of judgment
- f. Options a, b and c
- g. Options a, b and d
- h. Options a, b and e
- i. Options b, c and d
- j. None of the above
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Question 2 of 2

2. Question
25 point(s)
2. If you are to establish familiarity, you need to be seen as
- a. Representing a renowned brand
- b. A friend of a trusted friend
- c. An alumnus of the prospect’s alma mater
- d. A superstar salesperson
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