Web-Star makes Web conferencing software with features that integrate directly into users' back-end systems such as inventory, order processing, shipping, tracking, CRM, and tech support. Using this software, companies can hold internal meetings as well as give sales presentations that allow them to check inventory in real-time and place customer orders during the presentation. Quite often, Web-Star salespeople make sales presentations to prospects using the Web-Star product to show off its capabilities.
-A Web-Star salesperson is preparing a sales presentation for a British firm that is interested in purchasing Web conferencing software. What is the best advice for the salesperson?
A)Use aggressive sales techniques because British business people appreciate aggressiveness.
B)Remind the prospect of the disadvantages of competing Web conferencing products.
C)Immediately use first names with the prospect because British business people are informal.
D)Focus on objective facts about the Web conferencing product during the sales presentation.
E)Call the prospect frequently after the sales presentation to determine if a decision has been made.

Question

Quizplus · Accepted Answer

The best advice for the Web-Star salesperson is to focus on objective facts about the Web conferencing product during the sales presentation. This approach is more effective in the UK where business is conducted in a formal and reserved manner. Aggressive sales techniques, reminding of competitors' disadvantages, or using first names too soon may be perceived as pushy or disrespectful. Calling the prospect frequently after the sales presentation can also be seen as intrusive and may backfire.

Web-Star Makes Web Conferencing Software with Features That Integrate Directly