Asked by Peyton Tippens on Jul 09, 2024
Verified
Avril is selling a uniform service to a company that cleans many of the office buildings in Baltimore. She is doing a sales presentation to all of the members of the company's buying center. She has just finished giving a brief history of her company and discussing her firm's philosophy to the 25 people in the room. She has also mentioned a few large companies her firm has worked with in the past. Avril has done this to:
A) outline benefits.
B) establish credibility.
C) create a selling environment.
D) get the attention of her audience.
E) create interest in her company.
Credibility
A salesperson’s believability, established through empathy, willingness to listen to specific needs, and continual enthusiasm toward his or her work and the customer’s business.
Buying Center
A group composed of all of the people performing different roles in the buying process (e.g., user, buyer, decider, influencer, gatekeeper) based on their expertise and responsibilities within their firm.
- Appreciate the essentiality of generating confidence and forming connections in the context of sales demonstrations.
Verified Answer
Learning Objectives
- Appreciate the essentiality of generating confidence and forming connections in the context of sales demonstrations.
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