Bob is a salesman for John Deere. He is currently working with a customer more interested in purchasing a used combine than a new one. The customer has expressed to Bob that the bad economy has hurt him. Which step in the Hierarchy of Human Needs does Bob’s customer fit in?

Rapport-building serves the function of letting the buyer and seller___________?

You should formally introduce yourself on a second call.

When making sales calls, you should dress…

Oliver is a professional salesperson. Everything was going great until some of his long standing customers up and left. They claim it was because Oliver mishandled the relationship. Which of the following is not a possible reason the customers left?

Ursala is looking for prospective new customers. She is typically very good at this part of her job. If she has just finished confirming her sales goals, what should her next step be?

The most critical step is the beginning of the call, the term that describes the first moments through the transition to discussion of the customer’s business is known as…

Meena and Kelsey both go on sales calls to different companies. When Meena arrives she is thrilled to greet the customer, she introduces herself, and begins to talk about all the things she can do for them. Kelsey introduces herself, asks the customer about the company and then explains her most useful products. At the end of the day, on Kelsey has a new customer. What should Meena do differently?

Felicity is working with a customer. She is very good at analyzing the customer’s DISC style and has determined that this particular customer will need to have things thoroughly explained and persuasive data presented to him. What is the customer’s DISC style?

Explain in detail the Prospect Priority Index and how it helps refine prospecting efforts.