A salesperson was selling industrial power generators to a manufacturing firm when the purchase manager said, "I really like the specifications, but I am not going to give the order without knowing its warranty details" The salesperson, utilizing his tablet, visited her firm's main computer database, and handed the purchase manager a printout of the generator's warranty details immediately. This incident best exemplifies how:
A. influential transactional selling methods can be.
B. a sales-oriented promotional method is effective.
C. changes in the technology have enhanced sales.
D. important CRM software is to salespeople.
E. a partnering relationship develops with consumers.
Answer: C
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Heuristics that are used in purchase decision-making are created by company goals, budgets, and other organizational factors
Indicate whether the statement is true or false
Partners are taxed on
a. the amount of cash they withdraw from the company. b. their share of the net profit of the company. c. the total amount of the net profit of the company. d. the gross sales of the company.
Boeing Inc. has criticized The Airbus Company's competitiveness on the grounds that Airbus benefits from a. import tariffs protecting Airbus in the European market. b. import quotas protecting Airbus in the European market. c. lenient environmental standards of European governments. d. subsidies supplied by European governments.
a. import tariffs protecting Airbus in the European market. b. import quotas protecting Airbus in the European market. c. lenient environmental standards of European governments. d. subsidies supplied by European governments.
Characteristics of collaborative strategies include
A. keeping the other party happy. B. an imbalance of outcomes. C. win-lose bargaining. D. win-win negotiation.