For a Salesperson,why Is Style Flexing More Important in Consultative

question 59

Multiple Choice

For a salesperson,why is style flexing more important in consultative sales than in transactional sales?

• A)In consultative sales the buyer needs to be able to believe the claims of the salesperson about the product. In transactional sales,the buyer knows the claims about the product are likely to be exaggerated or untrue as a matter of course.
• B)In consultative sales,sales managers are more likely to be assessing the salesperson's rapport with each customer,so proving that the salesperson is making the customer feel comfortable is key to receiving a good performance review. In transactional sales,performance reviews are based solely on hitting sales quotas.
• C)In consultative sales,salespeople often have to service the customer once the sale is complete,acting as account managers as well as salespeople,which means flexing styles according to the roles they play. In transactional sales,there is often no follow-up to the sale.
• D)In consultative sales,the salesperson and customer are building a relationship with each other toward the correct purchase,so they must feel comfortable with and trust each other. In transactional sales,a long-term relationship is not important.
• E)In consultative sales the customer expects to be catered to,so salespeople must use the customer's preferred communication style,or else the customer will switch to another service provider. In transactional sales,the customer often has no say over the terms of the sales interaction.

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Definitions:

Physiological Measurements

The quantification or analysis of biological functions and responses, crucial for understanding health and disease states in clinical and research settings.

PET

Positron Emission Tomography, a scanning method that uses radioactive substances to visualize and measure metabolic processes in the body.

fMRI Scans

Imaging tests that measure brain activity by detecting changes associated with blood flow, used to observe and understand brain function and structure.

Emotion

A complex state of feeling that results in physical and psychological changes that influence thought and behavior.