Quinton always has questions. He is actively involved in his customer’s decision-making process. For each scenario you will choose if the salesperson is relationship based or transactional based in their selling style.  You will also choose the category they fall under. So for each scenario you should have two answers chosen. 

Jack is knowledgeable with his products and his competition’s. He identifies opportunities, knows costs and account strategies, as well as his customer’s product, competition, and customers. For each scenario you will choose if the salesperson is relationship based or transactional based in their selling style.  You will also choose the category they fall under. So for each scenario you should have two answers chosen. 

Danny is trainable. Make the call, close the sale. Make the call, close the sale. That is his day. For each scenario you will choose if the salesperson is relationship based or transactional based in their selling style.  You will also choose the category they fall under. So for each scenario you should have two answers chosen. 

LO 1-1 Which of the following best describes personal selling?

Wendy, she is successful. She will talk your ear off and not let you ask a question. Every time, at the end of every conversation you buy what she is selling. After every sale you wonder why you bought what you did. For each scenario you will choose if the salesperson is relationship based or transactional based in their selling style.  You will also choose the category they fall under. So for each scenario you should have two answers chosen. 

Take the five basic approaches to personal selling and match them to the examples below.  Some approaches may be covered more than once. 

During a product demonstration, the customer sits back in their chair, arms crossed, with a tight-lipped smile and little eye contact with the salesperson. What cluster does this behavior indicate?

LO 1-2 Why is customer dialogue important in trust-based relationship selling?

LO 1-1 What is a primary advantage of personal selling over other marketing communication tools?

The salesperson offers the final deal, and the customer raises an eyebrow, leans forward, and nods slowly while tapping their fingers on the desk. What cluster does this behavior indicate?