Podcast
Questions and Answers
What determines what is valuable in a salesperson's role?
What determines what is valuable in a salesperson's role?
- The salesperson
- The product
- The company
- The customer (correct)
What are the three factors that influence buyer relationships, according to Dr. Kent?
What are the three factors that influence buyer relationships, according to Dr. Kent?
- Understanding, empathy, and fairness
- Honesty, competence, and benevolence (correct)
- Honesty, competence, and loyalty
- Respect, trust, and reliability
Why do companies focus on improving salespeople's time and territory management?
Why do companies focus on improving salespeople's time and territory management?
- Because time is always limited (correct)
- To reduce sales costs
- To increase sales productivity
- Because territory is always expanding
How do salespeople demonstrate competence?
How do salespeople demonstrate competence?
What is perceived purchase satisfaction?
What is perceived purchase satisfaction?
What is the purpose of Steve Cubbies' 2x2 quadrant?
What is the purpose of Steve Cubbies' 2x2 quadrant?
What is the result of increasing the amount of a customer's total spending that a business captures?
What is the result of increasing the amount of a customer's total spending that a business captures?
Why is seeking customer feedback not a reliable method of finding out how a business is performing?
Why is seeking customer feedback not a reliable method of finding out how a business is performing?
What is the goal of a salesperson when building a long-term relationship with a customer?
What is the goal of a salesperson when building a long-term relationship with a customer?
What is the purpose of a salesperson telling a story to a customer?
What is the purpose of a salesperson telling a story to a customer?
What is the acronym TALE stands for in the context of storytelling in sales?
What is the acronym TALE stands for in the context of storytelling in sales?
What is an example of a question that salespeople could ask to determine the loyalty of a customer?
What is an example of a question that salespeople could ask to determine the loyalty of a customer?
