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Question
Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation, a company that manufactures and sells copiers and peripherals. Joelle works on manners, nonverbal cues, and personal goal setting with the Colotel sales reps. Colotel prides itself on hiring locally and using regional ties to advance relationships with customers.One of Joelle's challenges when coaching salespeople in listening skills is overcoming the misperception that salespeople need to be better at talking than at listening so that they can persuade customers to buy. Which of the following statements best identifies the benefits of listening?
A) Customers reject salespeople who do not display signs of active listening, like nodding the head and making encouraging sounds.
B) Customers are dubious of the signs of active listening, but are put off even more by a salesperson who does nothing but talk.
C) Salespeople should develop listening skills as part of an overall plan of personal development, and use visualization to help solidify their listening skills.
D) Salespeople who are good listeners develop better rapport with customers so they can more easily persuade them to buy.
E) Salespeople who are good listeners understand customer needs better to present a product configuration that solves customer problems.
Answer
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Related questions
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The training programs of both small and large marketing firms should incorporate three dimensions. One of them is knowledge of the product line, company marketing strategies, territory information, and business trends. What are the other two?
A) knowledge of personal selling skills; in-field sales training with supervision
B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress management
D) explanation of compensation methods; in-field sales training with supervision
E) attitudes toward the company, its products, and its customers; application of personal selling principles and practices
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A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
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D) can be helpful when used in conjunction with other criteria
E) are excellent measures to determine future performance
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The first step toward identifying the type of applicant to be recruited for a sales job is to:
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E) search for applicants from traditional sources
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B) the product is highly technical and requires a strong focus on partnering over the long term to discover solutions for the client
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Nordic Fox Heavy Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue. This machinery is used by municipalities to clear roads during snowstorms. John Alexander is the senior regional sales manager for New England.
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Based on what John learns during the discussion, John realizes that the director has some unique equipment needs that may involve developing a custom machine. John will most likely need to:
A) ask more closed questions
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C) develop a complex sales package
D) use persuasive communication skills
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A) direct appeal
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A) lack of strategy
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D) fear of asking for the close
E) fear of public speaking
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Management sends Victor to a workshop about coaching employees to success. At the workshop, Victor learns that the first step in the coaching process is to:
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C) enable a salesperson to admit that a performance problem exists
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________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.
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B) increasing sales by a specific percentage
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E) What amount of travel will be required?
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C) newspaper advertisements
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E) candidates within the company
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Situational leadership occurs when:
A) the leader passes the character test
B) good performance is properly rewarded
C) the leader's style matches the situation
D) the coach helps the salesperson recognize the need for performance improvement
E) the leader guides the team through a changing situation
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The size of the firm should dictate the scope of the sales training program.
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The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."