Joelle Williams Is a Personal Coach Who Works Primarily with Sales

question 63

Multiple Choice

Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation, a company that manufactures and sells copiers and peripherals. Joelle works on manners, nonverbal cues, and personal goal setting with the Colotel sales reps. Colotel prides itself on hiring locally and using regional ties to advance relationships with customers.
-One of Joelle's challenges when coaching salespeople in listening skills is overcoming the misperception that salespeople need to be better at talking than at listening so that they can persuade customers to buy. Which of the following statements best identifies the benefits of listening?

• A)Customers reject salespeople who do not display signs of active listening,like nodding the head and making encouraging sounds.
• B)Customers are dubious of the signs of active listening,but are put off even more by a salesperson who does nothing but talk.
• C)Salespeople should develop listening skills as part of an overall plan of personal development,and use visualization to help solidify their listening skills.
• D)Salespeople who are good listeners develop better rapport with customers so they can more easily persuade them to buy.
• E)Salespeople who are good listeners understand customer needs better to present a product configuration that solves customer problems.

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Definitions:

COA

An abbreviation for Chart of Accounts; a systematic list of account titles and numbers used by a company to organize its financial transactions and prepare financial statements.

Sub-accounts

Secondary accounts nested under a primary account, used for more granular management of finances.

Run Report

The process of generating a summary of data or statistics, typically from a database or software application.

Edit Selection

A feature or function in software that allows users to choose specific portions of text or data to modify or manipulate.