A Salesperson Is Prospecting for New Customers Almost Constantly,but Is

question 30

Multiple Choice

A salesperson is prospecting for new customers almost constantly,but is having problems meeting his sales goals.He has consulted with his sales manager,who concludes that once the salesperson has a meeting with a decisionmaker he does quite well and often closes the sale.
-The salesperson asks his manager to listen in while he makes calls one day to help him figure out what he could be doing better.The manager concludes that the salesperson is doing an excellent job of building rapport,but is not qualifying prospects as he talks to them.The manager suggests to the salesperson that he spend less time talking about the prospect's personal details and:

• A)more time talking about the features of the product
• B)focus on non-verbal ways to build rapport with the prospect,such as making active listening noises
• C)keep a list of qualifying questions in front of him so he makes sure to ask each one of them during the call
• D)practice his elevator pitch so he can help the prospect understand the product more quickly,since they do not have time on the phone to do a long pitch
• E)instead,talk about himself so the prospect will be able to trust him more easily

---

Definitions:

Sensation

The physical process during which our sensory organs—those involved with hearing, smell, sight, touch, and taste—respond to external stimuli.

Low-involvement Purchase

Buying decisions that are made with minimal research and thought because the product is inexpensive or perceived as low risk.

Smartphone

A mobile phone that offers advanced computing capability and connectivity, including internet access and the ability to run various applications.

Ketchup

A tomato-based condiment commonly used to enhance the flavor of different foods, including hamburgers and fries.