(The Interface carpet salesperson knew his prospect would be skeptical dDout whether a carpet made from...

  

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(The Interface carpet salesperson knew his prospect would be skeptical dDout whether a carpet made from corn could be as soft and pliable as a carpet made from nylon, so he brought both types of carpet to the sale and let the buyer examine them closely. What was the carpet salesperson doing when he invited the buyer to look at the carpet before actually beginning his sales presentation? (c) Carmen is making a PowerPoint presentation when a prospect interrupts her with an objection that Carmen has already anticipated and will address in a subsequent slide. What strategy can Carmen use to address the objection? (d) Imagine that you sell thermometers for infants. You simply place the tip of the thermometer in the infant's ear and the digital readout is easy to read in less than thirty seconds. What is a benefit and what is a feature of this thermometer? (e) What should salespeople do to make a good first impression? (f) Martin is planning his first sales call on F&S Industries. He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling. What's wrong with this idea? (g) Discuss the following statement: "A satisfied customer is a salesperson's most profitable resource.' (The Interface carpet salesperson knew his prospect would be skeptical dDout whether a carpet made from corn could be as soft and pliable as a carpet made from nylon, so he brought both types of carpet to the sale and let the buyer examine them closely. What was the carpet salesperson doing when he invited the buyer to look at the carpet before actually beginning his sales presentation? (c) Carmen is making a PowerPoint presentation when a prospect interrupts her with an objection that Carmen has already anticipated and will address in a subsequent slide. What strategy can Carmen use to address the objection? (d) Imagine that you sell thermometers for infants. You simply place the tip of the thermometer in the infant's ear and the digital readout is easy to read in less than thirty seconds. What is a benefit and what is a feature of this thermometer? (e) What should salespeople do to make a good first impression? (f) Martin is planning his first sales call on F&S Industries. He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling. What's wrong with this idea? (g) Discuss the following statement: "A satisfied customer is a salesperson's most profitable resource.'

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The carpet salesperson was trying to create a rapport with the buyer by showing that he was knowledgeable about the product and that he was willing to ... View the full answer