Drewis, a Salesperson, Is Almost Always Successful During the Initial

question 5

Multiple Choice

Drewis, a salesperson, is almost always successful during the initial sales dialogue. Prospects usually respond to all of the questions that Drew asks, but he is rarely successful at closing a sale and getting a commitment from them. To which of the following can Drew's failure most likely be attributed?

• A) His proposals may not have adequate seller jargon.
• B) He may be interacting a lot more than required with his prospects.
• C) He may not be seeking a commitment from his prospects at the right time.
• D) He may be converting all intangibles to tangibles.
• E) His proposals may not be reflecting a superficial assessment of his prospects.

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Definitions:

Areas for Improvement

Specific aspects or fields where an individual, team, or organization can enhance performance, efficiency, or quality.

Telemarketing

The use of telephone calls to market, sell products or services, or conduct surveys directly to consumers.

Direct Marketing

All advertisements that ask for an order, inquiry, or contribution directly from the audience. Includes direct mail, catalogs, telemarketing (telephone sales), and newspaper and TV ads with 800 numbers to place an order.

Emotional Appeal

Emotional appeal is a persuasive technique that attempts to generate an emotional response, rather than a rational argument, to influence an audience's attitudes or actions.