Good salespeople must adjust their selling strategy depending on their competition.

Ava is planning to buy a new phone. She wants the phone to have features such as touchscreen display, wireless printing, fingerprint sensor, and 512GB of RAM. She wants to be able to pay for the phone in installments using her debit card. As she is interested in purchasing the latest model, she expects that salespeople will keep her informed about associated software upgrades and offers on phone accessories. She expects that the phone she purchases would deliver the promised performance and that she will be one of the few privileged owners of that phone. In this scenario, which of the following represents Ava’s situational needs?

A trustworthy salesperson understands doing “anything to get an order” will ultimately strengthen the buyer–seller relationship.

High-tech sales support offices are set up: 

Andrew is a sales representative for an industrial chemical supplier. He ensures that he is never late for appointments with his customers and always follows through on the promises he makes them. Given this information, it can be said that Andrew is:

Deal analytics utilize _____ to access and analyze data on past customer behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to a customer.

Global Positioning Systems (GPSes) help:

A salesperson’s job of educating and satisfying the buyer stops once the sale is concluded.

A(n) _____ is a part of the strategic prospecting plan that records comprehensive information about a prospect, traces the prospecting methods used, and chronologically archives outcomes from any contacts with the prospect.

After developing strategies and plans, Alice, a salesperson, was asked to analyze her customers’ past behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to customers. In this scenario, which of the following should Alice use to perform this task?