Producers Who Know Something About Their Target Customers' Needs and Attitudes

question 102

Multiple Choice

Producers who know something about their target customers' needs and attitudes often supply their relatively untrained salespeople with a sales presentation in which (1) the salesperson does most of the talking at the beginning, (2) then brings the customer into the discussion to clarify the customer's needs, and (3) tries to close the sale. They are using a:

• A) consultative selling approach.
• B) quota system.
• C) prepared sales presentation.
• D) selling formula approach.
• E) target market presentation.

Analyze the factors influencing a manager's choice of intervention in disputes.

Define and appreciate the importance of mediator flexibility.

Understanding the importance of temperate phrasing and careful language choice in negotiations.

Recognizing strategies for framing and reframing the negotiation process.