Raleigh sells computer-assisted design services to major engineering firms.As he settles into his chair in the office of one of his best accounts,he says to the buyer,"R.J.,can you believe how badly Baltimore choked in that game on Sunday?" Raleigh is using _____ as he begins this sales call.
A) feature dumping
B) style flexing
C) networking
D) small talk
E) trial closing

Question

Quizplus · Accepted Answer

Raleigh is using small talk to establish a rapport with the buyer before discussing business. Small talk can help build a relationship with the buyer and make them feel more comfortable during the sales call.

Raleigh Sells Computer-Assisted Design Services to Major Engineering Firms