Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from a new church trying to attract members by advertising their philosophy and service times.
-Which of the following would most likely help Shane close a sale with the church representative?
A)considering the value proposition from the prospect's point of view
B)focusing on every benefit and feature of rail car advertising
C)negotiating tough points during the close
D)mentioning additional fees during the close
E)asking for the order only one time

Question

Quizplus · Accepted Answer

By considering the value proposition from the prospect's point of view, Shane can tailor his presentation to showcase how advertising on the commuter rail service would be beneficial for the church's specific needs and goals. This approach is more likely to resonate with the church representative and lead to a successful sale. Focusing on every benefit and feature of rail car advertising may overwhelm the prospect and negotiating tough points or mentioning additional fees may create a negative impression. Asking for the order only one time may not be enough to secure the sale.

Shane Chadwick Is a Sales Representative for the Metropolitan Commuter