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:

Favorable Trend

A pattern or movement in financial metrics indicating positive progress or improvement.

Unfavorable Trend

A pattern or movement in financial or operational data that suggests a negative direction, potentially indicating problems.

Trade-In Allowance

The amount a seller provides to a buyer towards the purchase of a new item by trading in an older model.

Commercial Substance

A concept in accounting indicating that a transaction significantly changes the economic situation of a business, justifying a change in the financial statements.