Question: Robbie is a sales representative for Pool - Tech, a swimming pool service and supply company. Pool - Tech sells the chemicals needed for pool
Robbie is a sales representative for PoolTech, a swimming pool service and supply company. PoolTech sells the chemicals needed for pool maintenance as well as pool accessories like ladders and diving boards. PoolTech sells to both consumers and businesses. Robbie has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment, problem solving, or relationship building techniques. These customers typically know what product will meet their needs. What should Robbie most likely do when faced with customers such as these?Highlight product benefits more than product features.Ask the customer questions to identify unspoken wants.Focus on the purchase stage of the buying process.Spend more time building rapport with the customer.Rework the presentation script to focus more on emotion,
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