Stephen,a senior salesperson of a software firm,is calling on an acquaintance,the CEO of a manufacturing firm.During the sales call,Stephen should most likely avoid:
A) mentioning his family life.
B) summarizing the CEOs comments.
C) making eye contact with the CEO.
D) invalidating the CEO's opinions.
E) exhibiting knowledge of his product.

Question

Quizplus · Accepted Answer

Developing a friendship involves sharing some personal information, acknowledging the buyer's ideas, and making eye contact. Showing product knowledge is effective for any salesperson, but invalidating a client's ideas is likely to be taken poorly.

Stephen,a Senior Salesperson of a Software Firm,is Calling on an Acquaintance,the