As She Listens to Her Customer, Tina Refrains from Evaluating

question 149

Multiple Choice

As she listens to her customer, Tina refrains from evaluating the message and considers the customer's point of view. Tina is engaged in ________ listening.

• A) dynamic
• B) participative
• C) non-routine
• D) active
• E) responsive

Comprehend the impact of technology, such as AI and predictive analysis, on sales strategies.

Identify the strategic importance of customer representation within a firm by salespeople.

Recognize the concept and importance of SPIN selling and adaptive selling in personal selling.

Appreciate the critical role of salespeople as links between the firm and customers.

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Definitions:

Sense Of Urgency

A feeling that an action needs to be taken promptly and with determination to address a situation.

Team Processes

The methods and mechanisms through which a group coordinates and harmonizes its actions and resources to achieve collective goals.

Leadership Efforts

Actions or initiatives taken by individuals in leadership positions to guide, direct, or influence others towards achieving group or organizational goals.

Team Members

Individuals who are part of a group collaboratively working towards a common goal or project.