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Marco, a Salesperson, Prospects for New Customers Almost Constantly but Still

question 52

Essay

Marco, a salesperson, prospects for new customers almost constantly but still has problems meeting his sales goals. Marco has consulted with his sales manager, who notices that once Marco has a meeting with a decision maker, he typically closes the sale.
-Marco asks his manager to listen in for one day while he makes calls in order to help him figure out where he could improve. The manager concludes that Marco is doing an excellent job of building rapport but is not qualifying prospects as he talks to them. The manager suggests that Marco spend less time talking about the prospect's personal details and:
A)more time talking about the features of the product
B)focus on non-verbal ways to build rapport with the prospect,such as making active listening noises
C)keep a list of qualifying questions in front of him so he makes sure to ask each one of them during the call
D)practice his elevator presentation so he can help the prospect understand the product more quickly,since they do not have time on the phone to do a long pitch
E)instead,talk about himself so the prospect will be able to trust him more easily

Definitions:

Contribution

The right of insurers (more than one) to share a loss where the policies so provide.

Insurers

Companies or entities that provide insurance coverage to individuals, businesses, or other organizations in exchange for premiums.

Co-insurance

An insurance arrangement where the risk is shared between the insurer and the insured, often requiring the insured to pay a specified percentage of the costs of a claim.

Utmost Good Faith

A principle requiring all parties in an agreement or contract to act honestly and not mislead or withhold critical information.