1. The client seems impressed that Alison really wants to understand his organization's needs. This labor-intensive approach is associated with what drawback, according to the text?
It is the least accountable way to communicate with prospects.
It is the least creative way to communicate with prospects.
It is the least effective way to communicate with prospects.
It is the most costly way to communicate with prospects.
It is the least enjoyable way to communicate with prospects.
2. Alison estimates that she spends how much of her work time with customers?
25%
50%
90%
10%
75%
3. The sales management process does not include ______ the sales force.
organizing
recruiting
compensating
training
motivating