Rob,a salesperson,meets his customers,Jake and Neil.He greets Jake,a new customer,and takes him out on a tour of the city because he wants to develop a relationship of trust with him.With Neil,an old customer,Rob tries to follow up an order he had placed in his previous sales presentation.According to the Four A's (acknowledge,acquire,advise,assure)concept of the selling process,which of the following statements is true of Jake and Neil?

Question

Quizplus · Accepted Answer

Jake, being a new customer whom Rob is trying to develop a relationship with, is at the "acknowledge" stage where the focus is on recognizing and establishing a connection. Neil, being an old customer with whom Rob is following up on a previous order, is at the "assure" stage, where the focus is on ensuring satisfaction and maintaining the relationship.

Rob,a Salesperson,meets His Customers,Jake and Neil