The customer sits up straight, uncrosses their arms, and starts writing notes on the sales brochure as the salesperson explains the features. What cluster does this behavior indicate?

Rita recognizes her strengths of knowing her products and the competitions. She identifies opportunities and account strategies to close her sales. 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. 

LO 1-1 A key objective of personal selling is to:

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

The salesperson is wrapping up the pitch, and the customer keeps checking their phone, yawns slightly, and occasionally glances at the door. What cluster does this behavior indicate?

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 Which of the following is true about transaction-focused traditional selling?

The next 5 questions will be over learning objective 1-2. LO 1-2: Distinguish between transaction-focused traditional selling and trust-based relationship selling.  What is the primary focus of trust-based relationship selling?

LO 1-2 Which statement best describes a key feature of trust-based relationship selling?