A Salesperson Who Wants to Build a Caring Relationship with a Potential

question 46

Multiple Choice

A salesperson who wants to build a caring relationship with a potential key account has analyzed the customers' needs and explained product benefits. Next, the salesperson should:

• A) provide follow-up service.
• B) develop an account penetration program.
• C) gain a commitment to buy.
• D) wait for the buyer to close the sale.
• E) look for other needs to analyze.

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Definitions:

Proxemics

The examination of the ways in which human beings occupy spaces and the influence of how crowded these spaces are on behavior, communication, and relationships.

Communication

The process of transmitting information, ideas, emotions, skills, and knowledge from one entity or person to another.

Monochronic Cultures

Cultures in which people tend to do one thing at a time.

Low-context Cultures

Cultures in which communication is direct, precise, and explicit, relying less on context and non-verbal cues to convey meaning.