Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.
-Sarah has already made a brief call on the prospect. Which of the following objectives has she most likely achieved?
A)developed trust and presented solutions
B)established rapport and asked basic needs discovery questions
C)asked basic needs discovery questions and negotiated pricing
D)negotiated pricing and closed the sale
E)closed the sale and agreed on shipping terms

Question

Quizplus · Accepted Answer

Sarah has likely established rapport and asked basic needs discovery questions during her initial call with the prospect. This is a common first step in the sales process before moving on to presenting solutions, negotiating pricing, or closing the sale.

Juan Alcobar Is Junior Sales Representative for a Large Equipment