If a buyer mistakenly believes that a competitor’s offering has higher level attributes or qualities than it actually does, a salesperson should attempt to:

Customizing and enriching presentations by using electronic multimedia is expensive and time taking.

In the business consultant role, salespeople:

A salesperson from a different company who sells an entirely different category of products can be considered a: 

Identify a question that a salesperson must ask when developing a service strategy.

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: