Describe submissive salespeople.
What will be an ideal response?
Submissive salespeople often excel as socializers. With customers they spend a lot of time talking about families, restaurants, and movies. They establish rapport quite effectively. They accept the customers' statements of needs and problems but do not probe to uncover any latent needs or opportunities. One recent study suggested that submissive salespeople rarely try to obtain commitment because they may fear rejection too much.
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The U.S. Treasury security that was issued most recently, in the primary market, is known as the
A. off-the-run security. B. on-the-run security. C. in-the-money security. D. out-of-the-money security.
In high-technology companies, there is an inordinate focus on the technology and product features rather than the customer and the benefits sought because:
A) products sell better with focus on technology than with focus on customers. B) high-technology companies are usually founded and run by engineers. C) these companies invest huge amounts in innovation and have the ability to create entire product classes. D) they believe that customers are not aware of the technological innovations that they are capable of.
Brand-loyal customers are less forgiving of problems related to the brand, which hinders the company's ability to respond to a negative experience.
Answer the following statement true (T) or false (F)
Cameron is on a five-person team at work tasked with creating a branding strategy for the company’s newest product. He attends the team meetings and knows all about the features of the new product, but when it comes time for the team to make a decision Cameron claims he does not have an opinion. According to Kellerman’s typology, Cameron is what type of follower?
A. participant B. bystander C. conformist D. diehard