Raleigh sells computer assisted design services to major engineering firms. As he settled into his chair in the office of one of his best accounts, he said to the buyer, "R.J., can you believe how badly Baltimore choked in that game Sunday?" Raleigh is using _____ as he begins this sales call.
A)a question opening
B)a curiosity opening
C)rapport
D)small talk
E)a referral opening

Question

Quizplus · Accepted Answer

Raleigh is engaging in small talk, which is a common rapport-building technique used in sales calls to establish a connection with the buyer before discussing business.

Raleigh Sells Computer Assisted Design Services to Major Engineering Firms