Jared James Is a Top Salesperson at a Leading Manufacturer

question 42

Multiple Choice

Jared James is a top salesperson at a leading manufacturer of agricultural machinery parts. He is a classic directive: decisive,fact-oriented,direct,and focused on closing the deal. He understands the importance of style flexing,however,as not all buyers respond to the directive style. Jared has been thinking about how to approach a new client,Alex Doyle,who is a buyer for a huge combine manufacturer. Alex has a supportive style. What adjustments should Jared make in his usual mode of communicating?

• A)Jared should focus more on benefits and less on facts in his sales presentation to Alex.
• B)Jared should make an effort to develop rapport with Alex and plan for several conversations before he attempts to close the sale.
• C)Jared should take Alex out for dinner at a high-profile restaurant so they can develop a personal relationship before he begins to talk about the product.
• D)Jared should be sure he has the facts to back up any claims he makes to Alex,and consider sending Alex the research and quality-control reports before their first meeting so Alex can examine the documentation.
• E)Jared should hang back to let Alex guide the conversation during sales calls so that Alex doesn't feel overwhelmed by Jared's blunt presentation style.

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Definitions:

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