In preparing for a sales interaction, Jacob gathered and made copies of a number of durability and reliability test reports from government agencies for his product line, which he intended to give to the prospective customer. Which key to effective sales dialogue does this demonstrate?
A) planning and practising prior to the sales interaction
B) being interactive and engaging the customer to encourage feedback
C) focusing on creating and presenting value in an interesting and understandable way
D) supporting the customer value offered by objective claims

Question

Quizplus · Accepted Answer

Jacob's action of gathering and providing reliability test reports from government agencies for his product line shows that he is supporting the customer value offered by objective claims. This helps the customer to make a more informed decision, adding credibility to his product line.

In Preparing for a Sales Interaction, Jacob Gathered and Made