Wendy always makes sure to identify the need for a solution and customizes the solution to fit a specific customer’s needs. She takes care of initial financial arrangements, and then works as an advocate for the customer inside their company. What would Wendy most likely consider herself?

Serena and her boss have conflicting opinions about how to handle a key account and tensions are high. Perhaps the tension between them stems from a personal issue they have been having between the two of them. Serena has been trying to put that problem aside because she also needs to get her team up to speed. What should Serena do first?

John Smith is the purchasing agent for a large company. He has a contract written up that has paper towels to be bought in the same quantity each month automatically. What type of buying situation does this represent?

How can knowledge be valuable after a sale is made?

Anger, fear, happiness, affection, and sadness are all emotions salespeople have to recognize among customers. The emotions are important aspects of what ego state?

Jake has successfully completed the first three levels of customer satisfaction and is now attempting to evaluate his customers’ business benefits. What would be the best way for him to determine if he is meeting his customers’ business needs and satisfying their business expectations?

What is at the base of Maslow’s Hierarchy of Needs?

Air, water, sleep, food, shelter and warmth are all examples of what type of need?

Salesperson Sally sells seashells at the sea shore. Her customer, Connie, crafts crystals from conchs. When Sally talks with Connie about buying her shells, she often refers to Connie as one of her top customers, and talks about the bottom line improvements that Connie can expect from buying her shells. It is likely that Connie’s behavioral style is…

With the Direct closing, the salesperson simply takes the direct approach and tells the customer why he is here to talk