A salesperson was selling industrial power generators to a manufacturing firm when the purchase manager said, "I really like the specifications, but I am not going to give the order without knowing its warranty details" The salesperson, utilizing his tablet, visited her firm's main computer database, and handed the purchase manager a printout of the generator's warranty details immediately. This incident best exemplifies how:
A) a sales-oriented promotional method is effective.
B) changes in the technology have enhanced sales.
C) influential transactional selling methods can be.
D) a partnering relationship develops with consumers.
E) important CRM software is to salespeople.

Question

Quizplus · Accepted Answer

The incident illustrates how advancements in technology (using a tablet to access the firm's main computer database) have enhanced the sales process by providing immediate access to detailed product information, in this case, warranty details.

A Salesperson Was Selling Industrial Power Generators to a Manufacturing