Terrance Simpson Is a Sales Representative for Swim-Tex, a Swimming

question 21

Essay

Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both consumers and businesses.
-Terrance has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment,problem solving,or relationship building techniques. These customers typically know what product will meet their needs. What should Terrance most likely do when faced with this type of customer?
A)Highlight product benefits more than product features.
B)Ask the customer questions to identify unspoken wants.
C)Focus on the purchase stage of the buying process.
D)Spend more time building rapport with the customer.
E)Rework the presentation script to focus more on emotion.

• A)Highlight product benefits more than product features.
• B)Ask the customer questions to identify unspoken wants.
• C)Focus on the purchase stage of the buying process.
• D)Spend more time building rapport with the customer.
• E)Rework the presentation script to focus more on emotion.

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Definitions:

Summary

A brief statement or account of the main points of something.

Email Memo

A written message, typically less formal than a letter, distributed via email to convey information or directives within an organization.

Marketing Objectives

Specific goals set by a business or organization to guide its promotional and marketing efforts.

Athletic Apparel

Clothing designed specifically for sports and physical activities.