Gavin's position at Pharma-Tech involves purchasing complex manufacturing components,making decisions based on technical data,and creating detailed,scientific reports. Tanya,the sales representative assigned to work with Gavin,has experienced difficulties in the past when attempting to communicate with Gavin,who is precise,aloof,serious,and disciplined. Which of the following would most likely help Tanya build a relationship with Gavin?
A)Tanya should use both verbal and nonverbal communication styles to keep Gavin engaged in the sales presentation.
B)Tanya should express great enthusiasm for the products she sells and ask Gavin many questions to draw him into the presentation.
C)Tanya should give a quick-paced presentation and attempt to close the sale quickly to prevent wasting too much of Gavin's time.
D)Tanya should take time to learn about Gavin's personal and work life before giving a brief overview of the product she is selling.
E)Tanya should give a well-organized presentation with extensive documentation and avoid pressuring Gavin to make a quick decision.

Question

Quizplus · Accepted Answer

Given Gavin's personality traits and job responsibilities, it is likely that he values structure, detail, and data. Therefore, providing a well-organized presentation with extensive documentation would likely appeal to him. Additionally, avoiding pressuring Gavin to make a quick decision would allow him to carefully consider the technical aspects of the product and the potential impact on his job responsibilities.

Gavin's Position at Pharma-Tech Involves Purchasing Complex Manufacturing Components,making Decisions