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

question 64

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,while 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,while 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,so they need to be able to wear many hats and flex styles according to the roles they play,while in transactional sales there is often no follow-up to the sale so salespeople are only selling.
• 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,while in transactional sales a long-term relationship is not important.
• E)In consultative sales the customer expects to be catered to,including using the customer's preferred communication style,or else the customer will switch to another service provider or company,while in transactional sales the customer often has no say over the terms of the sales interaction.

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