According to the textbook, what should a salesperson using arrival tactics do when faced with a challenging group sales dialogue?
A) Keeping an audience waiting for a short time helps a salesperson to get off to a good start by showing who is in control of the situation.
B) The salesperson should pay attention to the order of arrival because the most important members of the buying team will usually arrive last.
C) The salesperson should arrive early and greet each member of the buying team as they arrive to signal command of the meeting and make an individual connection with those on the buying team.
D) To avoid needless repetition, the salesperson should wait until all members of the buying team have arrived before greeting and making introductions.

Question

Quizplus · Accepted Answer

The textbook suggests that a salesperson using arrival tactics should arrive early and greet each member of the buying team as they arrive to signal command of the meeting and make an individual connection with those on the buying team. This can help set a positive tone for the meeting and establish rapport with the buyers.

According to the Textbook, What Should a Salesperson Using Arrival