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.

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Definitions:

Compassionate Listening

The practice of listening to others with empathy and understanding, often used to build trust and resolve conflicts.

Meta-Cognitions

The ability to think about one's own thinking processes and be aware of and control them.

Communication Accommodation

The adjustment of one's communication style to match or diverge from the other person's style in an interaction to facilitate understanding or social approval.

Appropriation

involves the adoption of elements from one culture by another, often without permission or acknowledgment of the original source.