According to the Textbook, What Should a Salesperson Using Arrival

question 31

Multiple Choice

According to the textbook, what should a salesperson using arrival tactics do when faced with a challenging group sales dialogue?

• A) Keeping an audience waiting for a short time helps a salesperson to get off to a good start by showing who is in control of the situation.
• B) The salesperson should pay attention to the order of arrival because the most important members of the buying team will usually arrive last.
• C) The salesperson should arrive early and greet each member of the buying team as they arrive to signal command of the meeting and make an individual connection with those on the buying team.
• D) To avoid needless repetition, the salesperson should wait until all members of the buying team have arrived before greeting and making introductions.

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Definitions:

Competencies

The skills, knowledge, abilities, and attributes needed to effectively perform a role or job function.

Participative Leadership

A leadership style that encourages and values the input of team members and stakeholders in the decision-making process.

Incentives

are rewards or benefits offered to motivate individuals towards achieving a specific goal or behavior.

Structure And Strategy

Refers to the organizational framework and the planned approach used by an entity to achieve its long-term goals.