In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Glenn is a salesperson for a wine distributor. One of his customers stated that she is unhappy because her last order was not delivered on time and contained several broken bottles. After listening carefully to get the whole story and taking responsibility for the problem, Glenn should:

A salesperson’s desire of selling a certain amount of product within an area in order to achieve personal goals is referred to as a territory goal.

Drewis, a salesperson, is almost always successful during the initial sales dialogue. Prospects usually respond to all of the questions that Drew asks, but he is rarely successful at closing a sale and getting a commitment from them. To which of the following can Drew’s failure most likely be attributed?

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: