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

question 32

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 relies on the buyer resolution theory to pursue sales. Terrance is most likely vulnerable to which of the following factors?
A)increasing the time it takes to close the sale
B)spending too little time building rapport with the customer
C)losing focus on the features and benefits of the product
D)shifting all the power in the transaction to the customer
E)focusing on a decision in the process that is not an issue for the customer

• A)increasing the time it takes to close the sale
• B)spending too little time building rapport with the customer
• C)losing focus on the features and benefits of the product
• D)shifting all the power in the transaction to the customer
• E)focusing on a decision in the process that is not an issue for the customer