Joelle Williams Is a Personal Coach Who Works Primarily with Sales

question 63

Multiple Choice

Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation, a company that manufactures and sells copiers and peripherals. Joelle works on manners, nonverbal cues, and personal goal setting with the Colotel sales reps. Colotel prides itself on hiring locally and using regional ties to advance relationships with customers.
-One of Joelle's challenges when coaching salespeople in listening skills is overcoming the misperception that salespeople need to be better at talking than at listening so that they can persuade customers to buy. Which of the following statements best identifies the benefits of listening?

• A)Customers reject salespeople who do not display signs of active listening,like nodding the head and making encouraging sounds.
• B)Customers are dubious of the signs of active listening,but are put off even more by a salesperson who does nothing but talk.
• C)Salespeople should develop listening skills as part of an overall plan of personal development,and use visualization to help solidify their listening skills.
• D)Salespeople who are good listeners develop better rapport with customers so they can more easily persuade them to buy.
• E)Salespeople who are good listeners understand customer needs better to present a product configuration that solves customer problems.

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Definitions:

Dividend Increase

An action by a company to raise the amount of dividends paid to its shareholders.

Dividend Growth Rate

The annualized percentage rate of growth that a company's dividend undergoes over a period of time.

Required Rate of Return

The minimum return an investor expects to receive on an investment, considering its risk level.

Current Stock Price

The price at which a specific stock is trading on the stock market at any given time.