Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect a customer’s business.

Franby & Sons, a food processing company, landed into legal trouble for engaging in some fraudulent activities such as land encroachment and bribery. This news was widely circulated in the media, and the matter turned into a high-profile case. Although the case was subsequently settled out of court, the company’s sales faced a severe drop after the debacle. Based on the given information, which of the following sales objections is Franby & Sons most likely to face from its prospects?

Craig is a salesperson for a company that sells industrial equipment. Craig spends most of his time talking to equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. In this scenario, Craig needs to:

Amanda is a salesperson in a company that manufactures baby products. Monica, Amanda’s friend, recently gave birth to a baby. In this scenario, Monica is most likely Amanda’s _____. 

An executive summary should:

Claire, a sales manager at ProGuide, is conducting an interview for the position of a sales trainee. During the interview, Claire leans back in her chair and places both hands behind her head. In the context of nonverbal communication, Claire’s posture most likely signifies:

Anthony, a purchasing agent for a hospital, finds several items missing from a shipment that the hospital received from one of its suppliers. He speaks with a customer service representative who is very friendly and helpful. Anthony calls the supplier again the next day but speaks with a different customer service representative who is not as friendly. Which of the following is most likely the problem with the customer service provided by the supplier?

Anthony is a salesperson for Xaim Chemicals and is faced with a buyer objection. According to the LAARC method, the first thing Anthony needs to do is:

In response to statements from buyers, salespeople ask related questions and paraphrase what the buyer has said to demonstrate their interest in what the buyer is saying.

A _____ is an individual or organization that has the budget or financial resources to purchase a product or service and has the authority to make purchase decisions.