For a Salesperson,why Is Style Flexing More Important in Consultative

question 59

Multiple Choice

For a salesperson,why is style flexing more important in consultative sales than in transactional sales?

• A)In consultative sales the buyer needs to be able to believe the claims of the salesperson about the product. In transactional sales,the buyer knows the claims about the product are likely to be exaggerated or untrue as a matter of course.
• B)In consultative sales,sales managers are more likely to be assessing the salesperson's rapport with each customer,so proving that the salesperson is making the customer feel comfortable is key to receiving a good performance review. In transactional sales,performance reviews are based solely on hitting sales quotas.
• C)In consultative sales,salespeople often have to service the customer once the sale is complete,acting as account managers as well as salespeople,which means flexing styles according to the roles they play. In transactional sales,there is often no follow-up to the sale.
• D)In consultative sales,the salesperson and customer are building a relationship with each other toward the correct purchase,so they must feel comfortable with and trust each other. In transactional sales,a long-term relationship is not important.
• E)In consultative sales the customer expects to be catered to,so salespeople must use the customer's preferred communication style,or else the customer will switch to another service provider. In transactional sales,the customer often has no say over the terms of the sales interaction.

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Definitions:

Column Boundary

The vertical line in a spreadsheet or table that separates one column from another and can be adjusted to change column width.

Row

In spreadsheets or databases, a horizontal grouping of cells that typically contains information or values related to a single item or record.

Desired Height

The specific or preferred vertical dimension that an object or element is intended to have.

Normal Style

The default style or format applied to text in a document, typically defining the basic font, size, and color.