Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation, a company that manufactures and sells copiers and peripherals. Joelle works on manners, nonverbal cues, and personal goal setting with the Colotel sales reps. Colotel prides itself on hiring locally and using regional ties to advance relationships with customers.
-One of Joelle's challenges when coaching salespeople in listening skills is overcoming the misperception that salespeople need to be better at talking than at listening so that they can persuade customers to buy. Which of the following statements best identifies the benefits of listening?
A)Customers reject salespeople who do not display signs of active listening,like nodding the head and making encouraging sounds.
B)Customers are dubious of the signs of active listening,but are put off even more by a salesperson who does nothing but talk.
C)Salespeople should develop listening skills as part of an overall plan of personal development,and use visualization to help solidify their listening skills.
D)Salespeople who are good listeners develop better rapport with customers so they can more easily persuade them to buy.
E)Salespeople who are good listeners understand customer needs better to present a product configuration that solves customer problems.

Question

Quizplus · Accepted Answer

Good listening skills help salespeople to understand the customer's needs and provide a product configuration that solves their problems. This understanding allows salespeople to be more persuasive because customers feel that their concerns and needs are being addressed. A, B, and C do not provide a clear and specific benefit of listening skills for salespeople. D suggests a benefit of better rapport but does not offer the specific advantages of understanding the customer's needs and providing a tailored solution.

Joelle Williams Is a Personal Coach Who Works Primarily with Sales