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

question 53

Multiple Choice

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 has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment,problem solving,or relationship building techniques.These customers typically know what product will meet their needs.What should Terrance most likely do when faced with such customers?

• A) Highlight product benefits more than product features.
• B) Ask the customer questions to identify unspoken wants.
• C) Focus on the purchase stage of the buying process.
• D) Spend more time building rapport with the customer.
• E) Rework the presentation script to focus more on emotion.

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