Customers have legitimate doubts during the sales process, and salespeople shouldMultiple choice question.always explain to customer's that their doubts are really nothing to be concerned about.anticipate and prepare truthful answers to the most common concerns and objections.be prepared with just enough information to answer questions that come up, without giving away too much information.be ready to give standard "canned" answers to any questions that come up.

During qualifying, a salesperson is making sure that customers:Multiple select question.have the authority to buyhave the willingness to listen to a sales messagelike the product being discussedhave a need for the product

When Blank______, a salesperson should think of questions as opportunities for creating better relationships rather than challenges.Multiple choice question.answering objectionsclosing the saleprospectingqualifying

Understanding what the customer wants and values is an important first step in identifying your competitors.Group of answer choicesTrueFalse

Anticipating concerns to counter reasons for not buying the product comes up in this phase of the selling process.Multiple choice question.ApproachingProspectingAnswering objectionsFollowing up

Select all that applyTo help establish trust in the customer relationship, salespeople mustMultiple select question.know their products thoroughlyknow their competitors' product thoroughlyknow the size of their territory thoroughly